MAIN OBJECTIVES

To drive revenue growth and expand market share within the designated region by developing and executing effective sales and marketing strategies. The Regional Cargo Sales Manager will manage key client relationships, analyze market trends, optimize cargo space utilization, and ensure high levels of customer satisfaction, aligning with the airline’s overall commercial objectives.

EDUCATION AND EXPERIENCE

1. Bachelor’s degree in Logistics, Sales, Business Administration or equivalent.
2. Minimum 2 Years of experience required

1. Develop pricing and inventory control strategies for dedicated routes to maximize yields and revenue at both route and network levels.
2. Ensure the profitability and marketing visibility of cargo routes.
3. Monitor market prices in the assigned territory and recommend policies to the Manager of Cargo Revenue Management and the Manager of Sales Development & Performance.
4. Discuss pricing policies with outstation Country Managers, Cargo Managers, and General Sales Agents, considering load factors, yield control, competitor pricing, and station revenue performance. Recommend actions to the Department Head to achieve revenue targets and market share.
5. Communicate strategies and initiatives to pricing and inventory analysts, ensuring policies are reflected in market and route pricing, inventory class allocation, and capacity management.
6. Ensure rates are accurately uploaded to the Cargo Spot system.
7. Liaise with the Cargo Revenue Department to ensure pricing data is correctly formatted and transferable to avoid duplication.
8. Develop methodologies to automate the handling of spot rates from outstations.
9. Utilize sales reporting modules, operational/financial reports, booking statistics, and historical data to evaluate pricing levels.
10. Analyze key performance data at flight, route, and market levels, implementing inventory control initiatives to improve yields and revenues.
11. Prepare ad-hoc presentations to communicate major issues and activities to senior management.
12. Review market intelligence reports on competitor activities and take necessary actions to minimize their impact on Gulf Air cargo sales.
13. Monitor competitor activities on fuel and security surcharges, adjusting Gulf Air’s rates to remain competitive.
14. Assist in developing station budgets and targets.
15. Implement pricing policies promptly, ensuring they are transferred to the Cargo Spot system for accurate Airway Bill pricing.
16. Be available to cover markets during weekdays and holidays.
17. Maintain knowledge of markets in other regions to provide coverage in the absence of other job holders.
18. Review inventory control KPIs (overbooking, flown as booked, canceled bookings) with the Department Head and develop strategies to improve station performance.
19. Monitor the performance of the Cargo Spot system, adjusting system parameters to ensure optimal inventory control.
20. Create and maintain a commercial database in the Cargo Spot system, including station/regional files, private rate files, corporate account files, and ad-hoc entries.
21. Generate and analyze revenue data from the Cargo Spot system, including revenue by flight, shipment, station/route, key account, and commodity/rate type.
22. Continuously evaluate cargo revenue for each station and route, identifying negative trends early and recommending corrective measures.
23. Participate in evaluating cargo space allocation requests to improve yield and overall revenue.
24. Provide guidelines for prioritizing cargo space on critical flights in the assigned territory.
25. Recommend pricing structures.
26. Liaise with Commercial Planning, Scheduling, and Movement Control to ensure major changes in capacity, schedules, and connectivity are communicated and appropriate actions are taken.
27. Identify Gulf Air’s strengths and weaknesses across the region and recommend short-term initiatives to maximize opportunities.