VP, Global Sales Cargo

Synopsis

Accountable to deliver Etihad's global Cargo tonnage and revenue targets fr by designing and implementing a robust commercial strategy. Drive a leadership team to deliver the targets in a systematic and dynamic way making sure that objectives are placed, driven and rewarded to create a high-performance culture within the EY and GSA teams. 

Accountabilities

•    Fully accountable for maximising volumes with optimum revenue through achieving and surpassing station revenue budgets and selling ad hoc charters from the region. Drive monthly performance against agreed revenue and operating targets. 
•    Responsible for setting country level targets, challenging customer, commodity weight break, and destination mix to achieve optimum quality revenue. Measure progress and monitor results in key areas of region’s business.  
•    Deliver commercial overhaul objectives by aligning activities in the country/region. Deliver customer segmentation objectives and support the global key account development program by strengthening relationships with customers at country/ Area and regional level. 
•    Support operations and work with stakeholders to achieve joint key objectives. Develop and maintain relations with authorities and government entities to ensure smooth processing and handling of Cargo product and services. Identify opportunities and potential blocks and plan strategy to overcome any regional resistance.
•    Develop niche markets for business to/from their regions. Improve the revenue and profitability from the regions by strategically positioning the cargo product, in line with market seasonality, competitors and market conditions. Review markets and their trends, to assess the changing demands. Support product development through evolving business developments and market intelligence to leverage opportunities.
•    Explore and implement new methodology to strengthen market penetration and relations. Support the Operations and Security Teams to maintain focus on Safety & Security of all Cargo assets and processes. Explore and develop Interline Relationships.  
•    Manage and implement promotional actions in the market with the aid of customer loyalty programs, Sponsorships and Marketing events. Drive marketing plans to grow market share and exceed agreed revenue targets. Be a leading advocate for air cargo best practices.   Position the Cargo brand and its products and services to enable competitive advantage, whilst complying with all the applicable regulatory requirements.
•    Lead the successful implementation of key digital infrastructure developments of Etihad Cargo

Education & Experience

•    Minimum education required is Diploma plus proven experience in leading Global airline Sales (Eastern, Central & Western regions) 
•    12 years air cargo commercial business experience, of which at least 5 years in a senior leadership capacity within an air cargo environment driving and delivering business objectives through best practices.