Commercial Manager - Air Cargo

Job Title: Commercial Manager - Air Cargo

Overall Purpose:

The Commercial Manager - Air Cargo is responsible for driving revenue growth and profitability within the air cargo business segment. This role involves developing and executing sales strategies, managing customer relationships, overseeing proposal and quotation processes, optimizing routing and product offerings, and ensuring seamless coordination with aircraft operators.

Key Responsibilities:

1. Sales & Business Development:

• Strategic Planning: Develop and implement comprehensive sales strategies to achieve revenue targets and expand market share within the air cargo sector.
• Customer Relationship Management: Build and maintain strong relationships with existing and potential clients, including freight forwarders, shippers, and other stakeholders.
• Market Analysis: Conduct thorough market research to identify new business opportunities, understand competitor activities, and stay abreast of industry trends.
• Lead Generation: Proactively identify and pursue new leads through networking, industry events, and targeted outreach.
• Sales Reporting: Monitor sales performance, analyze data, and provide regular reports to senior management.
• Contract Negotiation: Lead the negotiation and closure of air cargo contracts, ensuring favorable terms and conditions.

2. Proposal, Estimation, and Quotation Management:

• Proposal Development: Prepare and present compelling proposals to potential clients, outlining service offerings, pricing, and value propositions.
• Estimation & Pricing: Develop accurate cost estimations for air cargo shipments, considering factors such as weight, volume, destination, and service requirements.
• Quotation Generation: Generate timely and competitive quotations for clients, ensuring accuracy and adherence to pricing guidelines.
• Pricing Strategy: Assist with setting and adjusting pricing strategies to remain competitive while maximizing profitability.
• Document Control: Maintain accurate records of proposals, estimations, and quotations.

3. Routing Changes & Operational Coordination:

• Routing Optimization: Analyze shipment requirements and identify the most efficient and cost-effective routing options.
• Routing Change Management: Manage and communicate routing changes to clients and internal teams, ensuring minimal disruption.
• Operational Liaison: Coordinate with operations teams to ensure smooth cargo handling, loading, and delivery.
• Problem Resolution: Address and resolve any operational issues or delays that may impact cargo shipments.
• Compliance: Ensure compliance with all relevant regulations and safety standards related to air cargo transportation.

4. Product Management & Development:

• Product Knowledge: Maintain in depth knowledge of all air cargo products and services offered.
• Product Development: Identify opportunities to develop new and innovative air cargo products and services to meet evolving customer needs.
• Product Marketing: Collaborate with marketing teams to promote air cargo products and services.
• Product Performance Analysis: Monitor the performance of air cargo products and services, and make recommendations for improvements.

5. Aircraft Operator Coordination:

• Capacity Management: Coordinate with aircraft operators to secure necessary cargo capacity and ensure availability.
• Schedule Management: Manage and communicate flight schedules and changes to clients and internal teams.
• Load Planning: Collaborate with aircraft operators to optimize load planning and maximize cargo capacity utilization.
• Operational Communication: Maintain clear and consistent communication with aircraft operators to ensure smooth cargo operations.
• Contractual Compliance: Ensure that aircraft operator agreements are adhered to, and that any issues are resolved promptly.

Required Skills and Qualifications:

• Bachelor's degree in business administration, logistics, or a related field.
• Proven experience in air cargo sales and commercial management.
• Strong understanding of air cargo operations, pricing, and regulations.
• Excellent communication, negotiation, and interpersonal skills.
• Proficiency in CRM and other relevant software applications.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills.
• Experience1 working with aircraft operators.
• Knowledge of IATA regulations.

Key Performance Indicators (KPIs):

• Revenue growth.
• Market share growth.
• Customer satisfaction.
• Proposal win rate.
• Profitability of air cargo shipments.
• Capacity utilization.
• Adherence to schedules.