Areas Sales Manager - Northern Europe

Country UNITED KINGDOM City London Heathrow Department Cargo Sales Closing date 16 July 2013

Job Purpose Successful candidate will generate and optimize revenue for Etihad Cargo by effective management of the sales team and development/implementation of a robust territory sales and marketing strategy. Ensure cargo handling operations are operating in accordance with all Etihad Cargo processes and procedures and in line with current CSM, country and international regulations. Manage standards and GSA performance through SLA reporting and manage process change in line with Etihad cargo development needs. Responsibilities Your responsibilities shall include but not limited to: Develop and implement cargo sales and marketing strategies for the assigned area to grow market share, meet and exceed agreed cargo revenue targets. Develop and maintain excellent customer relationships including key customers, sales agents, shippers, forwarders etc at all levels. Ensure Etihad Cargo visibility in the assigned area to all customer decision makers. Manage sales costs, coach, direct and motivate area sales team. Measure sales force effectiveness and take action to improve quality and coverage. Collect, collate, provide feedback to HQ and pro-actively take action on market intelligence. Effectively manage GSA performance, challenge current work practices to ensure effective utilization of all available resources. Use primary tools of KPI and SLA to ensure compliance with EYC standards and service levels. Direct Etihad GHA change process to implement all new EYC product enhancements and developments. Monitor GHA performance Ensure GHA implements all relevant governmental, international and cargo specific regulations when applicable. Monitor and improve RFS related set up and costs Requirements Degree level education with acquired specialization in cargo sales. Post holder must be able to demonstrate a sound knowledge of cargo sales and operations gained over a period of not less than 5 years in a senior sales role, with a proven track of success in business development, achieving sales targets and management of service providers and demonstrated ability to interact effectively in both customer and supplier environment at all levels. Training & Knowledge:  Excellent written and verbal communication skills Fluent in written and verbal English High computer literacy Sound Knowledge in air cargo and industry business drivers Sound knowledge of air cargo operations procedures and processes Excellent numerical analysis abilities and knowledge of reporting systems

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