A. Job Purpose
Lead the development and execution of global cargo sales initiatives, strengthening long-term strategic partnerships with freight forwarders and key industry stakeholders.
Design and implement customer-centric sales and product strategies to maximize revenue opportunities, expand spanet reach, and enhance profitability.
Establish and execute network growth plans, ensuring continuous expansion of cargo capacity across international spanets.
B. Key Accountabilities
Strategic Relationship Management: Act as the central liaison between global Cargo-Commercial, Sales, and Operations teams, facilitating seamless account management and fostering high-value partnerships.
Cross-functional Collaboration: Engage with sales, GSSAs, operations, capacity, pricing, and digital teams to enhance service delivery and commercial efficiency across the network.
Market Expansion & Account Growth: Strengthen Air India Cargo’s presence in key international spanets by driving account expansion and cultivating new business relationships.
Data-driven Strategy Implementation: Analyze industry trends, business insights, and spanet data to shape sales, product, and operational strategies that improve revenue performance and customer experience.
Performance Optimization: Monitor customer expectations and spanet dynamics to proactively identify gaps, implementing strategic initiatives to enhance cargo service offerings and financial outcomes.
C. Skills / Qualities Required
Proven ability to engage with senior executives and industry stakeholders at a strategic level Extensive experience in air cargo sales and commercial operations, with multi-functional expertise as a significant advantage.
Strong analytical skills in data mining, spanet
analysis, and forecasting to drive business
decisions.
Demonstrated success in leading complex projects and cross-functional initiatives with measurable outcomes.
D. Key Interfaces
Internal Interfaces
Regional Cargo Managers Co-create customer journeys and support on closing the expectation gaps
Cross functional leaders and
teams Collaborate to align and / or build our offerings with customer expectations – Commercial, Product, Operations, Compliance
External Interfaces
Customer’s leadership team
and key influencers Make Air India Cargo the preferred partner for the freight forwarders across geographies
GSSAs Engage with sales partners to execute sales strategies and enhance Air India’s cargo offerings
D. Educational and Experience Requirements
Minimum Education requirements Bachelor’s degree in Management: Operations Management or Services Marketing
Experience Minimum Desired 12+ years of experience in a International Sales / Account management / Commercial Operations, within the cargo or airline industry 15+ years of experience in air cargo account management / business development and preferably a stint in building programs in operations / customer service