Sales Manager, dnata Cargo

The Emirates Group; Dubai; On-site; AED 120,000 - 180,000; Full time

Job summary

dnata's Cargo division in Dubai seeks a dynamic senior commercial leader to shape and execute strategies that drive revenue and market share across global routes. You will manage major airline partners, negotiate BSAs and commercial terms, and inspire a high-performing sales team.

You will coordinate with cargo operations and customer service to ensure service levels meet KPIs, analyse market trends, and identify opportunities for growth in a competitive freight market.

Qualifications

• Bachelor's degree in Business Administration or related discipline with 6-8 years in Logistics, Sales and Marketing.
• Diploma in Operations or related discipline with 8-10 years in Logistics, Sales and Marketing.
• Valid UAE driving licence.
• Strong knowledge of sales and marketing techniques and ability to develop and implement effective commercial strategies.
• Proficient budgeting and cost control skills; ability to monitor financial performance and support revenue optimisation.
• Advanced IT and computer literacy; ability to analyse sales data and prepare commercial reports.

Responsibilities

• Develop and implement the commercial sales strategy for dnata Cargo and Cargo Partners to achieve revenue and tonnage targets.
• Target international airlines for GSSA and GHA activities and manage the existing GSSA airline portfolio.
• Promote airline cargo products, network capabilities and service offerings including charter operations.
• Manage major corporate accounts and build strong commercial relationships with airline principals, freight forwarders, cargo agents, GSAs, authorities, third-party logistics providers, 3PLs, road feeder service providers, GHAs, shippers and consignees.
• Negotiate commercial agreements, income and commission structures with service providers and airline partners, including cargo rates and BSAs, to maximise revenue opportunities.
• Lead and supervise the Sales Team and direct reports, providing direction, performance feedback and ongoing training to ensure individual targets and airline service standards are achieved.
• Evaluate the performance of contracted Sales Agents, ensuring required levels of business and service are maintained and recommending improvements to sales performance.
• Monitor and analyse sales performance across airlines, agents, locations and products, providing real-time commercial information, revenue forecasts and market intelligence to Executive Management.
• Conduct market research and trend analysis to identify emerging opportunities, monitor competitor activities and recommend innovative products and commercial solutions to increase revenue and protect existing business.
• Coordinate with internal Cargo Customer Service, Reservations and Airport Operations teams, airline principals and GHAs to ensure effective service delivery and achievement of agreed KPIs and SLAs.
• Review airline stock management, assess market credit opportunities and recommend credit limits for airlines and cargo agents, follow up on outstanding payments relating to cargo ground handling, GSSA and Calogi activities while ensuring compliance with operational safety standards.

Skills

Sales & Marketing

Leadership

Negotiation

Stakeholder management

Communication

Strategic thinking

Education

Bachelor's degree in Business Administration

Diploma in Operations

Job description

Job Purpose

At dnata our Cargo team plays a vital role in delivering efficient and reliable cargo handling and logistics solutions to airline partners and customers worldwide. Our Commercial team is responsible for driving revenue growth, strengthening strategic partnerships and identifying new business opportunities across the cargo and logistics sector.

Responsibilities

• Develop and implement the commercial sales strategy for dnata Cargo and Cargo Partners to achieve revenue and tonnage targets, increase market penetration and drive business growth.
• Target international airlines for GSSA and GHA activities, manage the existing GSSA airline portfolio and identify new business opportunities across trade lanes, commodity segments and direct shippers.
• Promote airline cargo products, network capabilities and service offerings including charter operations to maximise revenue opportunities and increase market share.
• Manage major corporate accounts and build strong commercial relationships with airline principals, freight forwarders, cargo agents, GSAs, authorities, third-party logistics providers, 3PLs, road feeder service providers, GHAs, shippers and consignees.
• Negotiate commercial agreements, income and commission structures with service providers and airline partners, including cargo rates and Block Space Agreements (BSAs), to maximise revenue opportunities.
• Lead and supervise the Sales Team and direct reports, providing direction, performance feedback and ongoing training to ensure individual targets and airline service standards are achieved.
• Evaluate the performance of contracted Sales Agents, ensuring required levels of business and service are maintained and recommending improvements to sales performance.
• Monitor and analyse sales performance across airlines, agents, locations and products, providing real-time commercial information, revenue forecasts and market intelligence to Executive Management.
• Conduct market research and trend analysis to identify emerging opportunities, monitor competitor activities and recommend innovative products and commercial solutions to increase revenue and protect existing business.
• Coordinate with internal Cargo Customer Service, Reservations and Airport Operations teams, airline principals and GHAs to ensure effective service delivery and achievement of agreed KPIs and SLAs.
• Review airline stock management, assess market credit opportunities and recommend credit limits for airlines and cargo agents, follow up on outstanding payments relating to cargo ground handling, GSSA and Calogi activities while ensuring compliance with operational safety standards.

About Us

At dnata, part of Emirates Group, we re committed to providing our employees with opportunities to grow and develop in their careers.

Requirements

• Bachelor's degree in Business Administration or a related discipline, with 6-8 years of experience in Logistics, Sales and Marketing; or
• Diploma in Operations, Sales or a related discipline, with 8-10 years of experience in Logistics, Sales and Marketing.
• Valid UAE driving licence.
• Strong knowledge of sales and marketing techniques, with the ability to develop and implement effective commercial strategies.
• Proficient understanding of supply chain management, cargo operations and logistics services.
• Strong management and leadership skills, with the ability to supervise, motivate and develop a high-performing team.
• Advanced communication, negotiation and stakeholder management skills, with the ability to build and maintain effective commercial relationships.
• Proficient budgeting and cost control skills, including the ability to monitor financial performance and support revenue optimisation.
• Advanced IT and computer literacy skills, with the ability to analyse sales data and prepare commercial reports.

Preferred Experience

• Experience in cargo chartering, with an understanding of charter operations, commercial requirements and customer needs.
• Strong awareness of the local cargo market, including industry trends, market dynamics, customer requirements and competitor activity.