Job Summary

The Cargo Sales Manager is responsible for driving the commercial performance of assigned airline principals by leading revenue growth, pricing strategy, customer management, and market development activities. The role oversees sales performance, commercial planning, and strategic customer relationships while ensuring alignment with airline objectives and market conditions.

Key Responsibilities

Develop and execute commercial strategies aligned with airline principals’ objectives, market conditions, and revenue targets.

Drive revenue growth, yield optimization, and market share expansion across assigned trade lanes and products.

Manage pricing strategies, ad-hoc quotations, customer agreements, and allocation negotiations.

Guide and support the sales support team on rate enquiries and commercial matters.

Build and maintain strong relationships with freight forwarders, key accounts, and industry stakeholders.

Lead the team to achieve KPIs, revenue targets, and service expectations.

Foster a high-performance sales culture focused on accountability, collaboration, and customer service excellence.

Identify and develop interline or partnership opportunities to strengthen commercial performance.

Monitor market trends, competitor activities, customer behavior, and capacity developments to adjust strategies proactively.

Support the Country Director in airline RFPs, commercial evaluations, and new airline or charter implementations.

Perform sales forecasting, forwarder tender management, and capacity planning coordination.

Analyze revenue, yield, uplift, and operational performance to identify gaps and implement corrective actions.

Ensure timely and accurate reporting to airline principals and management.

Work closely with Operations teams to align commercial commitments with operational capabilities and service standards.

Support digitalization initiatives, including e-booking platforms and process automation projects.

Requirements

Minimum 6-8 years of experience in air cargo, airline cargo, freight forwarding, or GSSA commercial operations.

Minimum 2–3 years of proven supervisory or team leadership experience within a commercial cargo environment.

Strong knowledge of cargo sales, pricing, market dynamics, and airline cargo operations.

Proven track record in sales performance and key account management.

Strong negotiation, communication, and stakeholder management skills.

Leadership ability with experience managing teams in a fast-paced environment.

Proficient in Microsoft Office and cargo related systems/platforms will be an advantage.

Commercially driven, self-motivated, and results-oriented.