What are the responsibilities and job description for the Cargo Business Development Manager position at Emirates?
Job Purpose
At Emirates Group, we connect the world through our global hub in Dubai, ensuring our customers always Fly Better. As one of the most recognised and admired brands globally, we’re driven by innovation, ambition, and excellence. Join a dynamic, fast-paced team where your ideas and relationship-building skills will directly shape employee experience across our global workforce.
Develop cargo corporate initiatives by structuring annual revenue plans and supporting the development
of business plans for a defined region. In collaboration with Cargo Managers drive the development of
commercial sales and marketing initiatives to promote SkyCargo products and services to achieve
regional targets. Provide objective analytical input and advise corrective measures to support the
formulation of long and short term strategies to achieve target KPIs and drive business development in
the region. Collaboration with Cargo Managers to drive the development of commercial sales and
marketing initiatives to promote SkyCargo products and services to achieve regional targets / product soft
/ hard targets.
Collaborate with headquarter stakeholders to develop a comprehensive annual revenue plan to target
each point of sale (POS) based on market trends. Ensure revenue plans generate optimal returns for
each POS with an optimal set of destination and product mix. Support cargo managers in recommending
corrective action on their business plans to develop new business.
Drive with Interline partnership team to have new SPAs agreed to promote sales in new markets.
Establish sales approach, measure service and promote sales in new markets. Establish sales approach
and measure along with VPCC to service and promote sales in new markets and measure rate of
success.
Evaluate performance against revenue plans at POS. Undertake country reviews and approve incentive
plans in conjunction with VPCC to identify areas for improvement and develop new business
opportunities. Pro-actively engage with customers, peers and other commercial stakeholders to ensure
POS mix and segment/agent mix is optimal and track and measure actions to achieve desired impact.
Based on market/country reviews, establish new traffic flows and new markets (offline points) to develop
new business.
Participate along with VPCC in identifying, shortlisting, conducting financial evaluation of new GSSA/CSSA
for new markets. Recommend ORC (cost of sale), terms and conditions and recommend commercial
KPIs to selected GSSA/CSSA. Measure rate of attainment to set targets and take corrective actions to
ensure market presence and business development opportunities are not compromised.
Collaborate with Capcon, Pricing, Regional Global Accts team in RFQ reviews, strategically and tactically
decide price position for RFQ and other targeted business to develop new traffic flows, improve market
share and contribute to incremental revenue generation.
Interact with customers, Trade delegations and the Product Development team to develop new initiatives
and measure rate of success after ensuring all marketing and sales support are provided.
Develop a comprehensive marketing plan for the region, collaborate with Product Development team on
focus areas and recommend any specific promotional, collateral and advertising material specific to
region in collaboration with Corporate Communications to ensure maximum market exposure and
marketing activities support revenue generation. Drive comprehensive project plan for new station startups
in the region defining station targets, ensure potential customers needs are established, price
positioning and allocations secured as needed, to ensure business development activities are well
supported.
Act as a change agent under guidance of VPCC and other headquarters stakeholders to facilitate
behavioural changes needed for new business processes and systems rollout. Responsible for
evaluating and scoring regional cargo managers using the developmental score cards on pre-selected
criteria to ensure identification of gaps, developmental areas, so that they are effective in their roles.
Develop and implement analytical tools to direct Cargo Commercial Specialist in respect of commercial
support and analytical work and regional training needs plans to achieve regional objectives and provide
direction and guidance on expenditure budget guidelines to ensure station productivity is improved and
station is well resourced.
Manage through cargo commercial operations managers a comprehensive project plan for new station
start-ups in the region defining station targets, ensure potential customers needs are established, price
positioning and allocations secured as needed, to ensure business development activities are well
supported.
Provide support and direction to cargo commercial operations managers in respect of commercial support
and analytical work and regional training needs plans to achieve regional objectives and provide direction
and guidance on expenditure budget guidelines to ensure station productivity is improved and station is
well resourced.
Qualification
Degree or Honours (12 3 or equivalent)
Experience
Logistics/Cargo 8 Years
Knowledge/Skills
Degree preferably in a Commercial discipline with emphasis on sales, marketing and business
administration related subjects.
Experience in a sales, marketing or business development role in the airline or logistics industry
Knowledge/skills
Must have considerable sales experience, be an organised and strong negotiator, and be aware of and
responsive to economic and industry trends and business/market fluctuations.
Specific experience in the sales environment of an airline or travel industry, including an understanding
of Marketing, Pricing and Customer Loyalty programmes.
Excellent presentation, analytical and report writing skills.
Join us and enjoy an attractive salary and travel benefits that are exclusive to our industry, including discounts on flights and hotel stay worldwide.
Salary & benefits
$132,300 - 189,000
At Emirates Group, we connect the world through our global hub in Dubai, ensuring our customers always Fly Better. As one of the most recognised and admired brands globally, we’re driven by innovation, ambition, and excellence. Join a dynamic, fast-paced team where your ideas and relationship-building skills will directly shape employee experience across our global workforce.
Develop cargo corporate initiatives by structuring annual revenue plans and supporting the development
of business plans for a defined region. In collaboration with Cargo Managers drive the development of
commercial sales and marketing initiatives to promote SkyCargo products and services to achieve
regional targets. Provide objective analytical input and advise corrective measures to support the
formulation of long and short term strategies to achieve target KPIs and drive business development in
the region. Collaboration with Cargo Managers to drive the development of commercial sales and
marketing initiatives to promote SkyCargo products and services to achieve regional targets / product soft
/ hard targets.
Collaborate with headquarter stakeholders to develop a comprehensive annual revenue plan to target
each point of sale (POS) based on market trends. Ensure revenue plans generate optimal returns for
each POS with an optimal set of destination and product mix. Support cargo managers in recommending
corrective action on their business plans to develop new business.
Drive with Interline partnership team to have new SPAs agreed to promote sales in new markets.
Establish sales approach, measure service and promote sales in new markets. Establish sales approach
and measure along with VPCC to service and promote sales in new markets and measure rate of
success.
Evaluate performance against revenue plans at POS. Undertake country reviews and approve incentive
plans in conjunction with VPCC to identify areas for improvement and develop new business
opportunities. Pro-actively engage with customers, peers and other commercial stakeholders to ensure
POS mix and segment/agent mix is optimal and track and measure actions to achieve desired impact.
Based on market/country reviews, establish new traffic flows and new markets (offline points) to develop
new business.
Participate along with VPCC in identifying, shortlisting, conducting financial evaluation of new GSSA/CSSA
for new markets. Recommend ORC (cost of sale), terms and conditions and recommend commercial
KPIs to selected GSSA/CSSA. Measure rate of attainment to set targets and take corrective actions to
ensure market presence and business development opportunities are not compromised.
Collaborate with Capcon, Pricing, Regional Global Accts team in RFQ reviews, strategically and tactically
decide price position for RFQ and other targeted business to develop new traffic flows, improve market
share and contribute to incremental revenue generation.
Interact with customers, Trade delegations and the Product Development team to develop new initiatives
and measure rate of success after ensuring all marketing and sales support are provided.
Develop a comprehensive marketing plan for the region, collaborate with Product Development team on
focus areas and recommend any specific promotional, collateral and advertising material specific to
region in collaboration with Corporate Communications to ensure maximum market exposure and
marketing activities support revenue generation. Drive comprehensive project plan for new station startups
in the region defining station targets, ensure potential customers needs are established, price
positioning and allocations secured as needed, to ensure business development activities are well
supported.
Act as a change agent under guidance of VPCC and other headquarters stakeholders to facilitate
behavioural changes needed for new business processes and systems rollout. Responsible for
evaluating and scoring regional cargo managers using the developmental score cards on pre-selected
criteria to ensure identification of gaps, developmental areas, so that they are effective in their roles.
Develop and implement analytical tools to direct Cargo Commercial Specialist in respect of commercial
support and analytical work and regional training needs plans to achieve regional objectives and provide
direction and guidance on expenditure budget guidelines to ensure station productivity is improved and
station is well resourced.
Manage through cargo commercial operations managers a comprehensive project plan for new station
start-ups in the region defining station targets, ensure potential customers needs are established, price
positioning and allocations secured as needed, to ensure business development activities are well
supported.
Provide support and direction to cargo commercial operations managers in respect of commercial support
and analytical work and regional training needs plans to achieve regional objectives and provide direction
and guidance on expenditure budget guidelines to ensure station productivity is improved and station is
well resourced.
Qualification
Degree or Honours (12 3 or equivalent)
Experience
Logistics/Cargo 8 Years
Knowledge/Skills
Degree preferably in a Commercial discipline with emphasis on sales, marketing and business
administration related subjects.
Experience in a sales, marketing or business development role in the airline or logistics industry
Knowledge/skills
Must have considerable sales experience, be an organised and strong negotiator, and be aware of and
responsive to economic and industry trends and business/market fluctuations.
Specific experience in the sales environment of an airline or travel industry, including an understanding
of Marketing, Pricing and Customer Loyalty programmes.
Excellent presentation, analytical and report writing skills.
Join us and enjoy an attractive salary and travel benefits that are exclusive to our industry, including discounts on flights and hotel stay worldwide.
Salary & benefits
$132,300 - 189,000
Salary : $132,300 - $189,000