Senior Cargo Sales Executive at Emirates

• 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.