Job Purpose
To lead the management and strategic development of cargo sales and service delivery within a designated international region, ensuring alignment with Air India’s global commercial objectives.
To drive revenue growth, build strong customer relationships, and achieve sales targets through effective regional management and team leadership.
To drive service quality, GHA management and regional operations network through effective leadership.
Key Accountabilities Regional Leadership
Oversee all aspects of cargo sales and service delivery in the region, establishing high standards of service quality in line with corporate strategies and targets. Strategic Planning and Execution
Develop and implement effective sales and service strategies within the region to maximize revenue generation and maintain competitive quality. Stakeholder Coordination
Liaise closely with station managers, ground handling teams, and corporate stakeholders to ensure coherent strategy execution and operational alignment. Team Management and Development
Lead a team of sales professionals, setting clear objectives and providing support and guidance to ensure successful task execution and professional growth.
Administrative lead for operations team based at international stations falling within the designated regions Market Intelligence and Pricing
Build spanet intelligence on pricing and competitive strategies by coordinating with the Pricing & Revenue Management (P&RM) team, and applying insights to regional strategies.
Key Interfaces
Internal Interfaces
Head - Cargo International Sales & KAM
Strategic Alignment and Reporting: Regularly report on regional sales performance and strategic initiatives, ensuring alignment with overarching international cargo sales goals.
Feedback and Strategy Adjustment: Provide insights and feedback from regional operations to refine broader international sales strategies.
Operations and P&RM
Operational Coordination: Collaborate to align operational capabilities with sales strategies, ensuring that logistics and ground handling are optimized to meet sales targets.
Pricing Strategy Integration: Work closely with the P&RM team to integrate regional spanet intelligence into pricing strategies, enhancing competitiveness and revenue potential.
External Interfaces
Ground Handling Agents and Service Providers
Contract Management and Performance Monitoring: Negotiate and manage contracts with ground handling agents and service providers, ensuring they deliver high-quality services that meet Air India’s standards.
Operational Collaboration: Coordinate with these agents to ensure smooth cargo operations, addressing any operational challenges that may arise.
Regulatory Bodies
Compliance Assurance: Regularly engage with international regulatory authorities to ensure all regional cargo activities comply with applicable regulations and standards.
Regulatory Updates and Advocacy: Stay updated on changes in international cargo regulations and advocate for regulatory conditions that support business operations.
Educational and Experience Requirements
Minimum Education requirements Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. A Master’s degree is preferred.
Experience Minimum: 5-7 years of sales experience, with at least 3 years in cargo operations, preferably in the aviation industry.
Desired: 10+ years’ experience in the aviation industry with extensive knowledge of international cargo sales and operations, demonstrating successful regional management.