Synopsis

Lead, guide and direct the area through effective management of Etihad commercial team in line with the Cargo Commercial and operational strategy to maximize result for the mainland China market. Performance Manage the effective achievement of objectives by setting individual targets for the team, developing and motivating staff in order to maximize individual and collective performance. Drive continuous performance management and coaching to improve performance. Comply with all relevant safety, security, quality, health and environmental procedures to ensure a healthy and safe work environment

Accountabilities

SPECIFIC RESPONSIBILITIES

• Lead the implementation of EY Cargo commercial strategy in the respective market and for the respective accounts.
• Lead, manage and coordinate the team 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, reservations and customer service teams  to ensure the maximization of company reach and revenues possibilities. 
• 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 the team. Measure Salesforce effectiveness 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.
• 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

EDUCATION and EXPERIENCE

• Educated with a minimum Bachelors degree or equivalent
• Minimum 5 years commercial experience within Cargo with at least 2 years supervisory/management experience
• Extensive experience of mainland China Cargo market with strong customer knowledge
• Fluent English - both written and spoken is essential
• Strong commercial analysis experience





 
• TRAINING and KNOWLEDGE





 
• Analytical, commercial understanding, knowledge of reporting systems.
• Excellent written, verbal communication skills, Fluent in written and verbal English, High computer literacy
• Sound Knowledge in air cargo industry business drivers, cargo operations procedures and processes.