Cargo Account Manager

CATHAY PACIFIC; Bengaluru; In loco; INR 1.200.000 - 2.400.000; Tempo pieno

Descrizione del lavoro

Cathay Pacific Group is seeking an Account Manager to achieve and exceed Global and Trade sales targets across assigned ports, leveraging data, market insights and customer intelligence to win new business and strengthen Cathay Cargo's presence in India.

You will manage Global and Trade accounts, develop commercial strategies for the ports, grow special-product lines, oversee contracts and pricing, and drive digital adoption with a focus on revenue growth and governance.

Competenze

• 3-5 years in cargo commercial sales.
• Strong commercial acumen, strategic thinking, and ability to translate market insights into actionable sales plans.
• Proven capability in customer portfolio management, revenue growth, negotiation, and relationship management.
• Strong analytical skills with the ability to use data, dashboards, and market intelligence to support decision-making.
• Good understanding of cargo products, airfreight operations, customer segments, revenue management, and competitive market dynamics.
• High level of digital awareness and ability to support adoption of new tools, systems, and processes.
• Excellent communication, presentation, stakeholder management, and cross‑functional collaboration skills.

Mansioni

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

Conoscenze

Cargo sales

Commercial acumen

Analytical skills

Stakeholder management

Digital tools

Market insights

Cross-functional collaboration

Formazione

Bachelor's degree in business/logistics

MBA or equivalent

Diploma in logistics

Strumenti

CRM systems

Reporting dashboards

E-booking systems

Descrizione del lavoro

Job Summary

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

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

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

Knowledge, Skills, Training and Experience

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

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