| Job Purpose | Responsible for the effective sales management and key customer development of the specifically designated Global Key Accounts within a Region. This role is required to implement global strategies and facilitate inter regional key customer coordination. Additionally this role has a dotted line responsibility to the Regional Area Management teams to ensure relevant support is provided to local sales and account managers to deliver their Revenue/Turnover targets always considering the network benefits gained from two way deal/route trade-off discussions and agreements. Managing the Elite Partner component. |
| Responsibilities | Job Dimensions
- Responsible for revenue budget of up to $ 150m
- Responsible for all key customers regional office relationships (10 key accounts) and regular interface with Head office management
- Responsible for Global cost budget relating to relevant incentives and marketing costs
- Reporting Staff: three Regional Key Account Managers
- Influences and collaborates with the cargo management internally & externally for Commercial and International Customer Service roles across the network
Principal Accountabilities
Sales management & commercial development of the designated Global Key Accounts to achieve agreed revenue/turnover targets
Responsibility for key customers headquartered across the Etihad Cargo global network.
- Global management/implementation of the Etihad Carg Global Key Account strategy and the overall commercial plan
- Play pivotal role in setting up/fine tuning the Global incentives.
- Implement a structure and process that ensures that the head office negotiated incentive deals are effectively communicated to leverage business
- Increase the breadth and depth of our key account relationships through regular contact and reviews at all influential levels within our customers organisations
- Develop a tripartite understanding of our customers’ key clients and their major industry flows eg perishables, pharmaceuticals, electronics, automotive
- Identify global/regional/area network opportunities for network deals and route trade-offs
- Define and implement key ‘segment’ development to enable Etihad Cargo to work closer with key industry groups.
- Develop full year marketing plans including set up & lead of Senior Global Key Account specific Customer Event & Business Exchanges. Ensure Etihad Cargo profile at Key Account key internal meetings
- Work with Customer Services to develop specific Global Account support
- Define & initiate central information by Key Account via Management Information System, WACD, industry publications
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| Requirements | Qualification & Education:Degree level education with acquired specialization in cargo sales
Experience:
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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