Job Description
Duties and Responsibilities
Your main responsibilities in this role include the following:
Plan, develop and implement strategies specifically for the EK product portfolio within the territory to reach and surpass revenue, yield and tonnage targets.
Monitor product performance specifically courier/mail/pharma/wheels/AOG/Val/VUN and address the products that are not achieving their target.
Development and management of Key Accounts through understanding and servicing their needs. Promote SkyCargo products and services to address customer requirements. Analyse key account performance and propose strategies and corrective actions to improve and optimise revenues from these accounts. Act as a ‘one stop shop’ for queries from these accounts by liaising with key contacts in Dubai and across the network in order to achieve efficiency and customer service
Recommend to Head Office sales product, policies, incentive structures, tariff structures and marketing activities relevant to the account to increase or protect Emirates business. To include long term and tactical promotions, targeted activities, mailers, and launch activities
Manage the negotiation process for long term contracts
Through market research, direct customer contact and relationship management, manage sales efforts towards seasonal variations, weaker routes and secure support for new destinations.
Conduct analysis for the UK sales strategy document including revenue, load, yield, product/route/customer segmentation, and key agent performance in line with the FY overall plan. Monitor and identify commercial risk including potential under-collections and defaults and take corrective action as needed
Liaise closely with CM UK & UK Sales Team + operational staff to ensure understanding of key account customer handling requirements and also to identify overall efficiencies in service, customer retention, and cost reduction.
Promote IT-solutions to customers including web bookings / FFR’s etc.
Identify and develop new commercial opportunities or accounts through market assessment and analysis of available data (e.g. CASS) as well as through informal networks with industry leaders and stakeholders. To include commercial opportunities such as road/sea feeder, offline activities and over-border accounts
Job Requirements
Educated to A-Level (or equivalent) and/or Degree Level
Extensive experience working in a Cargo environment, including practical field sales experience with an airline, freight forwarder or logistics provider
Knowledge of cargo operations
Thorough understanding of Airline cargo sales, including pricing strategies
Proven ability to negotiate effectively at all levels
Completed formal training in sales & marketing techniques
Advanced knowledge of Microsoft Word, PowerPoint and Excel
Ability to interpret and analyse data
Valid driving licence
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