Manager Cargo Global Commercial Development - Emirates SkyCargo

Responsible for planning, developing and managing the strategy for a defined remit to continuously improve SkyCargos market and revenue position in line with the strategic plan. Develop and manage key accounts and/or projects of strategic importance globally in co-ordination with regional managers. 

Job Outline:

• Plan, develop and implement strategies to improve Sky Cargos market and revenue position, to reach and surpass defined revenue targets in accordance with the strategic plans


• Implement a one stop shop concept for all key customers on a global level, providing and maintaining effective and professional customer service for all accounts.


• Through market research, direct customer contact and relationship-management, drive sales efforts for defined remit and secure support for new opportunities.


• Develop and generate sales opportunities, through facilitation between our key customers and the shipper/consignee stations involved.


• Develop and manage required changes to products and solutions offered by SkyCargo to remain a competitive partner for our key accounts, and communicate with relevant parties. Actively assist in development of new business-areas like multi-modal and supply-chain solutions, in addition to promoting existing products to customers.


• Develop and generate both-end sales, through facilitation between key-customers, this includes driving necessary training of staff in sales methods and planning.


• Manage supply chain and logistics global network partners related activities such as identification, evaluation, appointment and constant monitoring of performance work with various group services such as P&L, Finance, Legal, Insurance to ensure the partners are identified and managed according to the groups business and legal standards


• Manage the negotiation process for all contracts identifying, negotiating and liaising with Legal and Pricing to enter into global agreements with Global Accounts / Product vertical and integrators.


• Evaluate commercial opportunities and manage commercial tender processes for specific shippers and consolidated forwarding business.


• Liaise closely with Pricing and Capacity Control to drive changes in the market and ensure that we live up to our contractual commitment of preferred access to capacity and rates for our Global Partners. Liaise with route-managers and Hub operations to ensure that customers experience a quality product throughout our network, including service recovery.


• Manage the Cargo Sales Managers Global Accounts / Product vertical support in the regions and make sure they follow the global strategy / Product sales strategy is set.


• Develop and implementing rigorous and effective performance management processes to drive forward product and business improvements, including managing, monitoring and reporting on service performance standards against defined KPI?s.


• Develop and maintain strong project governance/programme management across the unit to ensure that all major projects are joined up and focus on the strategic plan and harness the benefits of new business processes and systems and innovative practice to deliver continuous improvement


• Lead multidisciplinary project teams and manage commercial related business improvement projects focused on driving sales and improving the customer experiences (i.e. global contact centre, sales force etc).

- +10 years of experience in express & courier logistics industry
- Degree or Honours (12+3 or equivalent)
- Commercial experience within the express and courier logistics industry at managerial level in international sales in global market 
Knowledge/skills:
- Experience in express and courier logistics
- Knowledge of express products and services
- Knowledge of global agreements in the international market
- Strong negotiation skills