To develop, promote and maintain Emirates SkyCargo business in the region, ensuring maximum market share, market penetration and optimal revenues. To ensure existing and potential customers are aware of SkyCargo products and services, are serviced to their satisfaction and are motivated to use Emirates.
Job Accountabilities
Achieve agreed Cargo Revenue target by developing and maintaining productive business relationships with freight forwarders, consolidators, cargo agents, commercial accounts and other parties in the assigned territory (on and offline)
Ensure that all existing cargo clients are aware of Emirates SkyCargo products and services by providing/updating them with pertinent product brochures, timetables and other information on Emirates SkyCargo products and services
Identify potential new export and import market segments and clients through assessment of the market, regular analysis (eg CASS) and follow up of sales leads. Prospect for new business, including making formal and informal commercial presentations to clients to introduce and explain SkyCargo logistics structures and operational procedures
Identify potential revenue streams in offline and feeder markets and develop and execute strategies to secure this business
Monitor market trends, competitors’ activities and special deals and recommend strategies and marketing activities to counter the competition
Evaluate seasonal traffic demands and co-ordinate with cargo operations and reservations personnel for appropriate allocation of space
Negotiate an established tariff maximum yield and achieve additional business at minimal cost
Investigate and respond to customer complaints and restore customer confidence where there has been service failure. Advise the management on the feedback received from the customers about the product to improve quality, standard of service and to minimise service failures
Maintain sales call records and statistics (rates, volumes, revenues, yield, seasonal variations) and produce periodic performance reports on existing accounts, including recommendations to maximise client support, and setting of account credit limits
In accordance with Emirates SkyCargo strategy and objectives, promote customer interaction in all channels, including electronic commerce
Requirements
Educated to A-Level (or equivalent) with at least 5 years experience in a Cargo Operations environment, including at least 3 years field sales experience with an airline, freight forwarder or logistics provider.
Knowledge of cargo operations and have completed advanced training in cargo acceptance and dangerous goods handling
Thorough understanding of Airline cargo sales, including pricing strategies
Advanced knowledge of Microsoft Word, Powerpoint and Excel
Excellent presentation skills
Proven ability to negotiate effectively at all levels
Excellent written and oral communication skills
Self-motivated, and pro-active with the ability to work on own initiative
Valid driving license
Other job related information
Extensive travelling in the region will be required.
