| Job Purpose | Source and deliver revenue from the geographic region through effective steering of the General Sales and Service Agent (GSSA) and Etihad Cargo (EYC) direct payroll staff. Initiate and execute the business plan, delivering against key commercial performance indicators of market share, volume, yield and revenue with effective control over costs. Represent Etihad Cargo values at the Regional level as the senior representative of the business. |
| Responsibilities |
- Maximize volumes with optimum revenue through achieving and surpassing station revenue budgets and selling ad hoc charters from the region.
- Develop niche markets for business to/from their regions. Improve the revenue and profitability from the regions by strategically positioning the EYC product, in line with market seasonality, competitors and market conditions.
- Develop a Regional Business plan which includes Initiate, plan and execute Regional and Country level targets, challenging current revenue, weight break, customer, commodity and destination mix to achieve optimum quality revenue. Measure progress and monitor results in key areas of region’s business.
- Manage the Marketing/Promotional actions at the station level by developing and introducing Key customer loyalty programs, Sponsorships and Marketing events.
- Enhance relations with Local and Global Key Accounts (GKAs). Develop and maintain relations with all local authorities, i.e. Customs, Airport Authorities, Civil Aviation, Local Custodians to ensure smooth processing and handling of EYC product and services. Identify opportunities and potential blocks and plan strategy to overcome any regional resistance.
- Ensure total control of process to protect EYC values and image. 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 EYC assets and processes. Explore and develop Interline Relationship
- Lead, coach and motivate EY direct staff where necessary, work closely with the development of key GSSA staff. Set goals for all EY & GSSA staff at the country & regional levels, to ensure consistent growth and delivery of EYC products.
- Establish and maintain relationship with EY Country and Regional Managers. Represent EYC at the Regional level.
- Review markets and their trends, to assess the changing demands. Use the gained knowledge to channel and support product development
- Develop local intelligence and Management Information Systems (MIS) to forecast demand, and adapt accordingly in coordination with the HQ team, to ensure consistent growth and delivery of the EYC product.
- Provide point of coordination and escalation for all cargo matters as the Senior Manager in the region.
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| Requirements |
Qualification & Education:
- Educated to degree level or equivalent
Experience:
- Knowledge and experience of international trade/airfreight for at least 5 years
Training & Knowledge:
- Ability to understand short and longer term business strategy and direction
- Excellent written and verbal communication skills with good presentation skills
- High computer literacy
- Numerate with an ability to digest market data and identify trends from statistical data
- Strong motivation and leadership skills
- Sales/Marketing Management and Behavioral training
- Influencing and Negotiation skills
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