Regional Cargo Global Sales Manager

Job Summary

The Regional Cargo Global Sales Manager - SAMEA is responsible for driving revenue growth from Key Global Accounts and leading the development and execution of commercial strategies across the region. The role provides oversight of Account Managers and Cargo Managers, leveraging commercial analytics, market intelligence, and performance dashboards to support strategic planning, revenue optimisation, and yield improvement. It also ensures strong commercial governance, supports digital initiatives and special product performance, oversees pan-SAMEA cargo commercial activities, and acts as the regional cargo lead when the Regional Head of Cargo is unavailable.

While the role has been advertised as being based in Mumbai, the Company is open to considering alternative locations, subject to the suitability of the successful candidate and business requirements.

Key Responsibilities

• Lead revenue growth across SAMEA by developing and executing commercial strategies for key global and strategic cargo accounts.
• Design and implement regional initiatives covering pricing support, customer agreements, incentives, yield optimisation, and special product growth.
• Strengthen long-term customer partnerships through regular business reviews, account planning, and engagement with global freight forwarders and multinational customers.
• Provide functional leadership and performance oversight for Cargo Managers and Cargo Account Managers across the region, setting clear targets, reviewing results, and supporting capability development.
• Analyse commercial performance, market trends, competitor activity, and customer demand to inform strategic decision-making and business planning.
• Maintain governance over contracts, tariffs, incentives, discount approvals, and revenue controls while ensuring compliance with company policies and audit requirements.
• Lead the implementation and adoption of digital sales and cargo initiatives, including e-booking, digital contracts, customer relationship management systems, dashboards, automation, and change management programmes.
• Collaborate with Pricing, Network Planning, Operations, Finance, regional commercial teams, and global sales stakeholders to align customer strategies and commercial execution.
• Present regional performance, risks, opportunities, and improvement initiatives through monthly and quarterly business review forums.
• Act as the regional cargo commercial lead in the absence of the Regional Head of Cargo, managing escalations and supporting strategic planning, budgeting, and regional initiatives.

Requirements

Academic Qualifications

• University degree, or equivalent tertiary qualification, in a relevant discipline.
• MBA or equivalent qualification in business, marketing, logistics, supply chain, or a related field is preferred.
• Certification or diploma in logistics, supply chain management, or aviation sales is desirable.

Knowledge, Skills, Training and Experience

• 10-15 years of cargo, logistics, or airline commercial experience, with strong exposure to:
• • Global and key account management
  • Pan-India or multi-country sales leadership
  • Pricing and commercial strategy
  • Proven experience in people leadership and stakeholder management.

Skills Competencies

• Strong commercial acumen and strategic thinking.
• Proven leadership and team management capability.
• Excellent negotiation and relationship management skills.
• Strong analytical capability and data-driven decision-making.
• High digital awareness and a transformation mindset.
• Excellent communication and presentation skills.
• Ability to work effectively in a matrixed, multicultural environment.

Candidates must have the legal right to live and work in India.

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