Sales Manager, dnata Cargo

dnata; Dubai; On-site; AED 335,000 - 670,000; Full time

Benefits offered by this job

Travel benefits

Flight and hotel discounts

Job summary

dnata is seeking a Sales Manager for its Cargo division in Dubai to drive revenue growth and market presence. You will formulate sales strategies, target international airlines, and manage major corporate accounts, ensuring effective service delivery and strong commercial partnerships across GSSA, GHA, and 3PL ecosystems.

The role requires leadership of the sales team, sharp negotiation, and robust market intelligence to forecast revenue and identify new business opportunities in the

Qualifications

• Bachelor's degree in Business Administration or related field with 6–8 years in Logistics, Sales and Marketing.
• Diploma in Operations, Sales or related field with 8–10 years in Logistics, Sales and Marketing.
• Valid UAE driving licence.
• Strong knowledge of sales and marketing techniques and commercial strategies.
• Proficient budgeting and cost control skills, with ability to monitor financial performance.

Responsibilities

• Develop and implement the commercial sales strategy for dnata Cargo and its partners.
• Target international airlines for GSSA and GHA activities and grow the portfolio.
• Promote airline cargo products and network capabilities to maximise revenue.
• Build and maintain relationships with airline principals, freight forwarders, GSAs and authorities.
• Negotiate commercial agreements, including BSAs and cargo rates, to maximise revenue.
• Lead the Sales Team, provide guidance and ongoing training to meet targets.
• Monitor performance across airlines, agents, locations, and products; provide forecasts.
• Coordinate with Cargo Customer Service, Reservations, and Airport Operations to meet KPIs.

Skills

Sales leadership

Negotiation

Stakeholder management

Budgeting & cost control

Commercial strategy

Market growth

IT literacy

Education

Bachelor's degree in Business Administration or related

Diploma in Operations, Sales or related

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.

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.

As Sales Manager, dnata Cargo, you will develop and implement sales strategies and market plans to maximise revenue and expand market presence. You will work closely with key stakeholders, including Cargo Sales, partners, agents, General Sales and Service Agents (GSSAs), authorities, third-party logistics providers (3PLs), Calogi, Road Feeder Services, Ground Handling Agents (GHAs), shippers and consignees.

In This Role, You Will

• 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.

Qualification

To be considered for this role, you must meet the below 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.

You’ll Have An Edge If You Have

• 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.

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

Salary & benefits

Join us in Dubai and enjoy an attractive tax‑free salary and travel benefits that are exclusive to our industry, including discounts on flights and hotels stays around the world. You can find out more information about our employee benefits in the Working Here section of our website www.emirates.com/careers. Further information on what’s it like to live and work in our cosmopolitan home city, can be found in the Dubai Lifestyle section.