Sales Manager Commercial, dnata Cargo

Job Description

Job PurposeThe Sales Manager Commercial will develop and implement all Sales and Market planning activities for concerned stakeholders including Cargo Sales, partners, agents, GSAs, Authorities, 3PLs, Calogi, Road Feeder Service, GHA, shippers and consignees to maximise income and increase market penetration for sales.Job AccountabilitiesPlan- Understands the business needs and assess its benefits to the operations/organisation to drive and implement change.- Target International Airlines Sales for GSSA and GHA activities as well as manage the current GSSA airline portfolio. Provide real time information to Executive Management on sales performance for Ops/Airline/Agent by locations for all products we offer.- Implement the Commercial sales strategy for dnata Cargo and Cargo Partners enabling it to successfully achieve its Commercial sales revenue objectives.Lead- Continuously monitor whether the system deployed is being used fully to its potential and if not Identify the reason and work with the technology team to find a solution to achieve the return on Investment.- Ensures that safety briefings are conducted regularly while intervening when there is risk exposure, role model safe behaviours and follows up on corrective actions.- Ensures safety of staff and that they possess the skills, knowledge and confidence to work safely by providing support and acting as role model for the desired safe behaviours.- Lead and supervise the Sales Team and direct reports providing direction and formal and informal feedback to ensure that work with is carried out efficiently in line with the individuals targets.- Provides and facilitates on-going training and development to the reporting staff on shift, to optimise performance and efficiency and contribute to the career development of staff.- Evaluates the performance of contracted Sales Agents ensuring required level of business and service is maintained and recommends ways on improving sales performance.Execute- Implement new initiatives and procedures to achieve short- and long-term departmental objectives. Also, conducts periodic reviews on system performance and any other trends for escalation to the Calogi Manager for budgeting and execution of the initiatives.- Facilitates the testing of all enhancements and systems produced by the internal development team or by the service providers for the concerned business areas, to ensure that all the new systems are comprehensively tested, and the feedback is incorporated into the system.- Manages major corporate accounts by promoting and negotiating their business on behalf of dnata Cargo / airline principals, agents, GSAs, Authorities, 3PLS, Road Feeder Services, GHAs and shippers and ensures complaints and requests are evaluated and responded to.- Negotiates and approves levels of income/commission on behalf of the logistics community principals with the service providers.- Evaluates and recommends credit limits for Airlines/Cargo Agents to the Manager Credit on behalf of concerned stakeholders to extend credit facilities to those airlines/agents and increase the revenue generated through them.- Provides market intelligence and commercial information with the required recommendation to Management to increase and protect the level of their business.- Conducts market research and trend analysis designed to anticipate threats or to identify opportunities for increasing revenue.- Recommends innovative new products to the dnata Cargo, principal airlines, agents, GSAs, authorities, 3PLS, road feeder services, GHAs and shippers, enabling them to maximize all revenue opportunities and gain market share.- Review airline stock management and decide on market credit opportunities to the agent community.- Discussions with Senior Airline Management outstation and within station on budgeting the revenue and tonnage targets on a yearly basis for Station managed airlines that lie in the current portfolio.- Chase outstanding payments from airlines and agents that are related to cargo ground handling and cargo GSSA and Calogi activities.Qualifications & ExperienceQualifications- Bachelor Degree in Business Administration or Diploma in Operations or Sales- Bachelor Degree Holder: 6-8 years of experience in Logistics / Sales and Marketing- Diploma Degree Holder: 8-10 years of experience in Logistics / Sales and MarketingExperience- Logistics/Cargo. OtherKnowledge/Skills- UAE Driving license- Proficient knowledge in Sales and Marketing techniques- Proficient knowledge in Supply Chain Management- Proficient Management Skills- Advanced Communication Skills- Advanced Negotiation Skills- Proficient Budget and Cost Control Skills- Advanced IT and Computer Literacy- Advanced Safety Awareness Skills

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About Company

the Emirates Group employs over 103,363 staff from more than 160 nationalities. The Emirates Group’s extensive and diverse international portfolio includes the world’s largest international airline, Emirates, and one of the largest combined air services provider in the world, dnata. For the year financial year ending 2017-18, the Emirates Group posted a profit of AED 4.1 billion (US$ 1.1 billion).