Cargo Account Manager

Cathay Pacific; Bengaluru; Presencial; INR 1.800.000 - 2.400.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Travel privileges on Cathay Pacific'sg

Well-being programs

Paid Leave

Uniform allowance

Descripción de la vacante

Cathay Pacific Airways Limited is seeking an experienced Account Manager for its Regional Cargo Global Sales team in India. The role focuses on achieving and exceeding Global and Trade sales targets by leveraging data, market intelligence and customer insights.

You will manage portfolios, develop commercial strategies, and drive revenue growth across assigned ports and key accounts. You will lead adoption of e-booking and CRM systems, ensuring governance of contracts and discounts while

Formación

• 3–5 years in Cargo commercial sales.
• Strong commercial acumen and ability to translate market insights into sales plans.
• Excellent communication and cross-functional collaboration skills.

Responsabilidades

• Acquire high-value HBA/SBA business and generate quality sales leads.
• Develop port-level commercial strategies including incentives and revenue growth.
• Grow special-product business across pharmaceuticals, perishables, express, e-commerce and live animals.
• Manage customer portfolios, prioritise high-revenue accounts and conduct business reviews.
• Govern contracts, tariffs, incentives and discounts with policy alignment.
• Lead adoption of e-booking, digital contracts, CRM, dashboards and automation.

Conocimientos

Cargo sales

Commercial acumen

Analytical skills

Digital tools adoption

Stakeholder management

Educación

University degree in business/logistics/aviation

MBA or equivalent postgraduate qualification

Certification in logistics or commercial management

Descripción del empleo

Cathay is a premium travel lifestyle brand based in Hong Kong, bringing people closer to the places, experiences and opportunities that matter to them. Our purpose — to move people forward in life — begins with our own people.

Across our airlines, cargo and lifestyle businesses, it is our people who turn journeys into experiences and ambition into progress. Joining Cathay means being part of a global and inclusive community, driven by thoughtful care, progressive attitude and a can-do spirit — and supported to grow through a meaningful career that moves with you.

If you are seeking an opportunity to take flight, let your ambitions propel you higher and further. Make Your Career Move, together with Cathay.

Role Introduction

Reports to Regional Cargo Global Sales Manager – SAMEA

To achieve and exceed agreed Global and Trade sales targets through the effective use of data, market intelligence, and customer insights. The role is responsible for acquiring new business, strengthening Cathay Cargo’s presence in existing and emerging markets, and proactively managing Global and Trade accounts to deliver sustainable revenue growth. The Account Manager will develop and execute commercial strategies across the assigned ports, drive performance from key accounts and special products, support digital and process improvement initiatives, and provide strong commercial governance while representing Cathay Cargo as the local port commercial lead.

Key Responsibilities

• Item 1 of 10, Acquire high-value HBA and SBA business, generate quality sales leads and apply consultative, insight-led selling techniques to identify new commercial opportunities. Acquire high-value HBA and SBA business, generate quality sales leads and apply consultative, insight-led selling techniques to identify new commercial opportunities.
• Item 2 of 10, Develop and execute port-level commercial strategies covering incentive structures, yield optimisation, customer agreements and revenue growth across key Global and Trade accounts. Develop and execute port-level commercial strategies covering incentive structures, yield optimisation, customer agreements and revenue growth across key Global and Trade accounts.
• Item 3 of 10, Grow special-product business across pharmaceuticals, perishables, express, e-commerce, valuables and live animals through clear targets and regular performance reviews. Grow special-product business across pharmaceuticals, perishables, express, e-commerce, valuables and live animals through clear targets and regular performance reviews.
• Item 4 of 10, Manage customer portfolios, prioritise the highest revenue-generating accounts and conduct business reviews to increase market share, profitability and share of wallet. Manage customer portfolios, prioritise the highest revenue-generating accounts and conduct business reviews to increase market share, profitability and share of wallet.
• Item 5 of 10, Govern contracts, tariffs, incentives and discount approvals while addressing revenue leakage, discrepancies, escalations and customer disputes in line with company policy. Govern contracts, tariffs, incentives and discount approvals while addressing revenue leakage, discrepancies, escalations and customer disputes in line with company policy.
• Item 6 of 10, Deliver weekly and monthly account plans, conduct monthly sales reviews with Cargo Sales Support Assistant Managers and provide timely revenue updates to the reporting managers. Deliver weekly and monthly account plans, conduct monthly sales reviews with Cargo Sales Support Assistant Managers and provide timely revenue updates to the reporting managers.
• Item 7 of 10, Lead port-level adoption of e-booking, digital contracts, customer relationship management systems, reporting dashboards and automation while supporting change management. Lead port-level adoption of e-booking, digital contracts, customer relationship management systems, reporting dashboards and automation while supporting change management.
• Item 8 of 10, Promote LEAN thinking, continuous process improvement, appropriate use of artificial intelligence tools and cost-saving initiatives. Promote LEAN thinking, continuous process improvement, appropriate use of artificial intelligence tools and cost-saving initiatives.
• Item 9 of 10, Collaborate with Pricing, Customer Relationship Management, Operations, Finance, Regional Commercial, Global Sales and Trade Sales teams to align customer strategies, contracts and execution. Collaborate with Pricing, Customer Relationship Management, Operations, Finance, Regional Commercial, Global Sales and Trade Sales teams to align customer strategies, contracts and execution.
• Item 10 of 10, Drive revenue growth from key Global and Trade accounts by prioritising high-value opportunities and improving the quality and profitability of the customer portfolio. Drive revenue growth from key Global and Trade accounts by prioritising high-value opportunities and improving the quality and profitability of the customer portfolio.

Requirements

Academic Qualifications

• Item 1 of 3, University degree or tertiary qualification in business, logistics, supply chain, aviation, commerce, or a related discipline. University degree or tertiary qualification in business, logistics, supply chain, aviation, commerce, or a related discipline.
• Item 2 of 3, MBA or equivalent postgraduate qualification in Business, Marketing, Logistics, Supply Chain, or a related field is preferred. MBA or equivalent postgraduate qualification in Business, Marketing, Logistics, Supply Chain, or a related field is preferred.
• Item 3 of 3, Additional certification or diploma in logistics, supply chain management, aviation sales, or commercial management is an advantage. Additional certification or diploma in logistics, supply chain management, aviation sales, or commercial management is an advantage.

Knowledge, Skills, Training and Experience

• Item 1 of 8, 3 – 5 years in Cargo commercial sales. 3 – 5 years in Cargo commercial sales.
• Item 2 of 8, Strong commercial acumen, strategic thinking, and ability to translate market insights into actionable sales plans. Strong commercial acumen, strategic thinking, and ability to translate market insights into actionable sales plans.
• Item 3 of 8, Proven capability in customer portfolio management, revenue growth, negotiation, and relationship management. Proven capability in customer portfolio management, revenue growth, negotiation, and relationship management.
• Item 4 of 8, Strong analytical skills with the ability to use data, dashboards, and market intelligence to support decision-making. Strong analytical skills with the ability to use data, dashboards, and market intelligence to support decision-making.
• Item 5 of 8, Good understanding of cargo products, airfreight operations, customer segments, revenue management, and competitive market dynamics. Good understanding of cargo products, airfreight operations, customer segments, revenue management, and competitive market dynamics.
• Item 6 of 8, High level of digital awareness, with a continuous improvement mindset and ability to support adoption of new tools, systems, and processes. High level of digital awareness, with a continuous improvement mindset and ability to support adoption of new tools, systems, and processes.
• Item 7 of 8, Excellent communication, presentation, stakeholder management, and cross-functional collaboration skills. Excellent communication, presentation, stakeholder management, and cross-functional collaboration skills.
• Item 8 of 8, Ability to operate effectively in a matrix, multicultural, and geographically dispersed environment. Ability to operate effectively in a matrix, multicultural, and geographically dispersed environment.

** Candidates must have the legal right to live and work in India.

https://careers.cathaypacific.com/who-we-are/why-work-here

Cathay is proud to offer eligible employees competitive compensation & benefits package, as varied by location, regularly scheduled hours worked, length of employment and employment status as highlighted below.

• Item 1 of 4, Travel Privileges on Cathay Pacific Airways Global Network
• Item 2 of 4, Extensive well-being programs including health and employee assistance program benefits to help you stay well.
• Item 3 of 4, Paid Leave
• Item 4 of 4, If this position requires a uniform, a uniform allowance will be provided.

Personal & Application Information

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only.

All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

We thank all candidates for your interest in Cathay, and regret that only shortlisted candidates will be notified. Candidates not notified within eight weeks may consider their application unsuccessful.