Cargo Sales Manager

M&C Aviation Group; Manila; On-site; PHP 1,200,000 - 1,800,000; Full time

Job summary

M&C Air Services Philippines Inc. in Manila seeks an experienced Cargo Sales Manager to drive the airline cargo business for the Philippines. The role leads revenue growth, capacity optimisation, and market development while coordinating with airline principals, GSA teams, customers, and operations.

The ideal candidate has 5+ years in airline cargo, a relevant bachelor’s degree, and a proven network with freight forwarders; IATA knowledge is a plus.

Qualifications

• Minimum 5 years in airline cargo industry with relevant roles.
• Bachelor’s degree or equivalent qualification in Business, Aviation, Logistics, or related discipline.
• Strong knowledge of airline cargo products, pricing, capacity management, and trade lanes.
• Established local network with freight forwarders and cargo stakeholders; IATA knowledge preferred.

Responsibilities

• Lead cargo sales, revenue and market development for the Philippines.
• Develop and implement country business plan and targets.
• Manage relationships with airline principal, GSA, customers and partners.
• Coordinate with operations and commercial teams to optimize capacity.
• Provide market intelligence and forecasts for decision making.
• Ensure compliance with airline policies and SOPs.

Skills

Strong communication

Negotiation

Leadership

Interpersonal skills

Presentation skills

Education

Bachelor’s degree in Business, Aviation, Logistics, or related field

Job description

M&C Air Services Philippines Inc. is an air cargo General Sales Agent (GSA) providing end-to-end cargo solutions tailored to the requirements of our airline partners. We represent multiple international airlines and operate through offices across the Philippines.

To support our continued organisational growth, we are seeking an experienced Cargo Sales Manager to join our Manila office.

POSITION OVERVIEW

The Cargo Sales Manager will be responsible for the overall commercial performance, business development, and country-level operations of the airline cargo business represented by the GSA.

The position will lead the airline’s cargo sales and market development strategy in the Philippines, with primary accountability for:

• Revenue and tonnage growth
• Yield and profitability
• Market-share growth
• Key account management
• Capacity optimisation

The successful candidate will serve as the principal representative of both the airline and GSA in the country, working closely with the airline principal, GSA management, customers, operational teams, and industry stakeholders.

This role requires strong expertise in airline cargo sales, commercial leadership, strategic planning, customer relationship management, capacity optimisation, and country-level business management.

KEY RESPONSIBILITIES

1. Cargo Sales, Revenue & Business Development

• Take overall responsibility for the airline cargo business and GSA activities within the assigned country.
• Develop and implement the country business plan in alignment with the company’s overall commercial strategy.
• Establish and achieve annual revenue, tonnage, yield, and profitability targets.
• Drive cargo revenue, tonnage, yield, contribution, and overall market performance.
• Develop strategic sales plans covering key trade lanes, commodities, products, and customer segments.
• Identify new market and business opportunities and convert prospects into revenue-generating accounts.
• Build and maintain strong relationships with major freight forwarders, consolidators, logistics providers, shippers, and strategic customers.
• Work closely with airline cargo management to optimise available capacity and maximise revenue.
• Develop commercial strategies for peak periods, weaker markets, new routes, additional frequencies, and capacity changes.
• Monitor competitor airlines, including their pricing, schedules, capacity, products, and market activities.
• Resolve commercial and service-related issues in coordination with airline and operational teams to maintain customer satisfaction and retention.

2. Airline, GSA & Market Coordination

• Act as the key link among the airline principal, GSA management, and local market stakeholders.
• Represent the airline and GSA at senior management, customer, industry, government, and trade meetings.
• Ensure that all GSA activities comply with airline policies, commercial agreements, Standard Operating Procedures (SOPs), and applicable regulations.
• Provide regular market intelligence on demand, competition, pricing, capacity, customer activity, and industry developments.
• Prepare and submit accurate sales forecasts, budgets, business plans, and performance reports.
• Ensure that sales commitments align with available operational capacity and airline objectives.
• Coordinate with airport, ground-handling, cargo operations, reservations, and customer service teams to ensure efficient shipment handling.
• Escalate critical operational or commercial matters to airline and GSA management when required.

CANDIDATE PROFILE

• A minimum of five years’ experience in the airline cargo industry, preferably with an airline, airline GSA, or cargo agency.
• A bachelor’s degree or equivalent qualification in Business, Aviation, Logistics, Supply Chain Management, or a related discipline.
• Strong knowledge of airline cargo products, pricing, capacity management, freight forwarding operations, major cargo markets, trade lanes, and air freight products.
• An established local network and strong relationships with major freight forwarders, logistics companies, and cargo industry stakeholders.
• Knowledge of IATA requirements and relevant air cargo industry practices.
• A proven track record of delivering sales, revenue, and commercial targets.
• Excellent communication, presentation, negotiation, leadership, and interpersonal skills.

Ready to take the lead in driving cargo growth and strengthening airline partnerships in the Philippines?