Area Manager Cargo - Americas

Area Manager Cargo - Americas


Chicago, US New York, US





We are pleased to announce an incredibly exciting opportunity to join us and lead the Americas region for our Etihad Cargo commercial organisation. The successful candidate will lead, guide and direct the area through effective management of the GSA and/or EY direct sales employees in line with the Cargo Commercial and operational strategy to maximize result. You will performance manage the effective achievement of objectives by setting individual targets for your own staff and/or GSA, developing and motivating staff in order to maximize individual and collective performance. You will drive continuous performance management and coaching to improve performance whilst complying with all relevant safety, security, quality, health and environmental procedures to ensure a healthy and safe work environment. 


  • Lead the implementation of EY Cargo commercial strategy in the respective market and for the respective accounts.
  • Lead, manage and coordinate the team of own staff and/or GSA’s to ensure achievement of agreed targets as per defined strategy and budget expectations.
  • Develop, implement and execute robust country and account plans to maximize Etihad Cargo’s revenue, load factor, yield and product mix
  • Lead, develop, manage and stipulate a portfolio of customer contracts in line with Etihad Cargo’s segmentation model and commercial strategy
  • Performance manage the local sales team(s) to ensure the maximization of company reach and revenues possibilities. Effectively manage GSA performance, challenge current work practices to ensure effective utilization of all available resources.
  • Review sales incentives calculation and approve payout for the assigned area of responsibility to ensure timely and proper recognition of sales targets
  • Develop, maintain and lead customer relationships including global key accounts (where the key account structure requires), regional key accounts and local accounts at all levels. Ensure Etihad Cargo visibility in the assigned area to all customer decision makers.
  • Manage sales costs, coach, direct and motivate Etihad own sales team and work closely with the development of key GSA staffs. Measure Salesforce effectiveness of both GSA and/or EY staff and take action to improve quality and coverage.
  • Collect, collate, provide feedback to HQ and pro-actively take action on market intelligence. Identify opportunities and potential blocks, plan strategy to overcome any area resistance.
  • Use defined tools of KPI and SLA to ensure compliance with EYCC standards and service levels. Periodically review GSA/own staff process to implement change in strategy.
  • Direct EY GHA change process to implement all new Etihad Cargo product changes. Ensure GHA implements all relevant governmental, international and cargo specific regulations when applicable.
  • Participate in the budgeting process. Ensure no financial bad debt and full compliance to CASS when applicable
  • Drive implementation of iCargo, self-service solutions, direct booking capabilities and e-Airway Bill

Education & Experience

  • Minimum High School Diploma with substantial Cargo Sales experience (minimum of 7 years)
  • In depth knowledge of Cargo clients, Cargo product knowledge with a reputable background in the market
  • Strong leadership experience, as well as experience managing third party contractors with the ability to manage remote teams and a cluster of markets in the Americas region
  • Experience delivering high revenue targets and working in a KPI driven industry

About Etihad Airways

Etihad Airways, the national airline of the UAE, was formed in 2003 to bring “Abu Dhabi to the World”. Over the years, we have grown into Etihad Aviation Group, a diversified global aviation and travel company, which is one of the world’s most acclaimed industry brands.

Our airline flies to over 84 destinations with a fleet of over 100 Airbus and Boeing aircraft, serving 18.6 million passengers a year and carrying 682,000 tonnes of cargo in 2018.

COVID-19 UPDATE: The health and safety of our communities—including our employees and our candidates remains our top priority. From a recruiting perspective we are continuing to identify people for roles with Etihad in anticipation we will be able to hire, however the process may take longer because we are using more virtual recruiting techniques, and start dates may be delayed because of guidance from the governments in the countries we operate in. We appreciate your understanding and flexibility, Stay safe and healthy.

Nearest Major Market: Chicago