Job Purpose
Manage, plan and develop market segmentation within the designated territory defining, agreeing and implementing Sales objectives and marketing strategies. Optimise Revenues in accordance with the current Sales and Marketing Plan and Corporate Long Term Plan whilst maintaining and enhancing Customer loyalty.
Job Outline:
Generic
- Manage all aspects of sales within Dubai & Northern Emiartes, including devising and implementing short to medium term sales strategies, forecasting and monitoring sales and establishing, developing and managing partnerships to ensure that awareness of our products reaches the customer effectively.
- Recommend, agree, implement and effectively control local market pricing in order to achieve territory objectives and contribute towards system-wide route and point of sale revenue and yield objectives.
- Continuously monitor market trends and competitor activities, analyse cargo related statistical information and provide feedback/recommend sales policies to cargo corporate Management through the agreed periodic reports/meetings to facilitate planning and effective implementation of marketing objectives and strategies for Annual and Long term plans.
- Direct and manage the activities of the sales team, research, plan and develop the station cargo services in order to produce and agree the Annual Sales and Marketing plan detailing strategies and time frames to assist Corporate Management in the development and enhancement of EK?S distribution logistics and Supply Chain Management.
- Implement Block Space Agreement (BSA) /Permanent Booking (PB), set targets for internal and external clients to ensure optimum mileage on the set revenue streams.
- Manage service recoveries to Agents and Shippers on a timely basis, ensuring all complaints are handled promptly and effectively.
- Manage the development of staff and establish suitable training programmes for staff so they remain up to date in sales techniques and methodologies, and personal development.
Key Accounts and Charters
- Develop and drive EKSC charter sales in the UAE Market with main focus on acquiring global charter business and directly to prominent relief and aid organizations. Research and identify innovative ways to grow the relief charter business. Explore markets, products and trade flows in securing new business streams and in maximizing profitability and optimizing revenue.
- Direct development of UAE key accounts in UAE through analysis and identifying the strategic importance and potential of such customers in order to facilitate traffic mix and network optimization for attaining route revenue objectives.
- Direct and lead business relationships with integrators in the UAE Market to promote SkyCargo's product and solutions portfolio and bolster profitable business opportunities. Source customer feedback on innovations that can be added to our portfolio.
- Investigate and identify key decision makers in selected vertical industries and foster relationships with potential clients especially Integrators and Global Accounts who have a presence in the UAE Market. Manage relationships with all internal stakeholders (VPCC, pricing, cargo revenue optimisation, corporate communications and local sales organizations) in order to ensure that objectives and strategies are understood and implemented across the market.
UAE Sales, SMEs
- Ensure that the sales-follow up system is up to date and effectively used. Effectively analyse MIS reports and implement ways to improve revenue streams.
- Manage service recoveries to Agents and Shippers on a timely basis, ensuring all complaints are handled promptly and effectively.
- Develop and manage local incentives schemes and client agreements within the region.
Qualifications & Experience
Qualifications:
- 8+ Years in Logistics/Cargo, Air Cargo
Education:
- Degree or Honours (12+3 or equivalent)
- Degree in Business Management or Airline Management with Extensive knowledge of Sales & Marketing techniques.
- Extensive experience in airfreight and cargo handling, with an International Airline/Ground handling agent/International Freight Forwarder with at least 5 years in a managerial/semi-managerial position managing Cargo Sales and accountability of staff, budgets, client negotiation, etc
Knowledge/skills:
- Should have completed all relevant industry/airline approved advanced cargo Acceptance and Handling Courses.
- A thorough knowledge/understanding of SkyCargo products, services and processes, air cargo sales and working knowledge of supply chain and value chain management.
- Sound ability of establishing and maintaining corporate relationships.
- Must have business acumen to chart new territories and create business opportunities.
- Should have an extensive knowledge of the market conditions considering the multi-cultural environment.
- High level of influence and negotiations skills. Superior communication skills (written and oral).
- Should possess excellent IT skills.
- A demonstrated ability to lead and motivate people.
- Ability to organize and manage multiple priorities.
- Experience in consultative selling techniques.
- Ability to qualify and profile prospective customers, understand their business and identify key contacts.
Salary & Benefits
Join us in a management role and enjoy an attractive tax-free salary. On top of our generous travel benefits, including discounted flights and hotel stays around the world, this managerial role also has an excellent leave and healthcare package. That’s on top of transport benefits, life insurance and more. Find out what it’s like to live and work in our fast-paced, cosmopolitan home city in the Dubai Lifestyle section of our website www.emirates.com/careers
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