Regional Cargo Trade Sales Manager

Role Introduction

Reports to Regional Head of Cargo - SAMEA

The Regional Cargo Trade Sales Manager- SAMEA is responsible for driving revenue generation from Key Trade Accounts, developing and executing commercial strategies across SAMEA, and ensuring consistent performance management of Account Managers and Cargo Managers. The role uses commercial analytics, market intelligence, and performance dashboards to support strategic planning and optimise revenue and yield. The role also provides strategic leadership, commercial governance, and operational oversight, including responsibility for digital initiatives, special product performance, pan- SAMEA cargo commercials, and acting as the regional cargo lead in the absence of the Regional Head of Cargo.

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

• Drive revenue growth from key trade accounts and strategic customers across the SAMEA region through targeted commercial strategies and customer engagement.
• Develop and execute regional commercial initiatives covering incentives, yield optimisation, pricing strategies, customer agreements, and special product growth opportunities.
• Lead, coach, and performance-manage Cargo Managers and Trade Account Managers by setting objectives, reviewing productivity, and building succession and development plans.
• Conduct regular business reviews with customers and commercial teams to strengthen partnerships, increase share of wallet, and identify growth opportunities.
• Partner with pricing, network planning, operations, finance, and regional commercial stakeholders to align commercial priorities and execution plans.
• Maintain governance over contracts, tariffs, incentives, discount approvals, and compliance requirements while addressing revenue leakage, disputes, and escalations.
• Lead regional digital transformation initiatives, including e-booking, digital contracts, customer relationship management systems, reporting dashboards, automation, and artificial intelligence adoption.
• Analyse market trends, customer demand, competitor activity, and commercial performance to support strategic planning and informed decision-making.
• Represent regional cargo commercial performance in business reviews and support planning, budgeting, risk management, and growth initiatives across SAMEA.
• Act as the regional cargo commercial lead in the absence of the Regional Head of Cargo, providing oversight and escalation support for commercial and stakeholder matters.

Requirements

Academic Qualifications

• University degree (or tertiary equivalent) in a related discipline
• MBA or equivalent qualification in business, Marketing, Logistics, Supply Chain, or a related field preferred
• Additional certification or diploma in logistics, supply chain management, or aviation sales is preferred

Knowledge, Skills, Training and Experience

• Minimum 10-15 years of cargo / logistics / airline commercial experience, with strong exposure to:
  • Trade accounts and Consolidators account management
  • Pan-India or multi-country sales leadership
  • Pricing and commercial strategy
• Proven people leadership and stakeholder management experience
• Strong commercial acumen and strategic thinking
• Proven leadership and team management capability
• Excellent negotiation and relationship management skills
• Strong analytical and data-driven decision-making ability
• High level of digital awareness and transformation mindset
• Excellent communication and presentation skills
• Ability to operate effectively in a matrix and multicultural environment

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

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