Cargo Sales Manager ( Airlines/ Aviation Industry)

Fulcrum Pvt Ltd is looking for a " Cargo Sales Manager ( Airlines/ Aviation Industry) " for our leading client.

The Cargo Sales Manager is responsible for developing, managing, and expanding the company's cargo business in Pakistan. The position is responsible for achieving sales, revenue, tonnage, yield, and profitability targets by developing business with freight forwarders, cargo agents, exporters, importers, corporate customers, consolidators, and other cargo stakeholders.

Key Responsibilities

• Develop and implement cargo sales strategies to achieve assigned monthly, quarterly, and annual targets.
• Generate new cargo business and expand the existing customer portfolio.
• Develop and maintain strong relationships with freight forwarders, cargo agents, exporters, importers, consolidators, and key corporate customers.
• Conduct regular customer visits and business-development meetings.
• Promote the company's cargo services, routes, schedules, capacity, and available products.
• Identify new markets, customers, commodities, and business opportunities.
• Prepare quotations and commercial proposals for customers.
• Negotiate freight rates and commercial terms within approved company authority.
• Monitor market freight rates, competitors, customer requirements, and industry trends.
• Coordinate with airline/cargo operations regarding available capacity, bookings, space allocation, and shipment requirements.
• Maximize utilization of available cargo capacity while maintaining appropriate yield and profitability.
• Follow up on quotations, bookings, shipments, and customer inquiries.
• Maintain excellent customer service and resolve customer complaints promptly.
• Develop and manage key accounts and ensure customer retention.
• Monitor customer sales performance and identify opportunities to increase tonnage and revenue.
• Coordinate with Finance \& Accounts regarding customer credit limits, outstanding payments, and collection of receivables.
• Ensure that sales are conducted within approved credit, pricing, and commercial policies.
• Prepare daily, weekly, and monthly sales reports for management.
• Prepare sales forecasts, customer-wise sales reports, tonnage reports, revenue reports, and market intelligence reports.
• Monitor sales performance against assigned targets and take corrective action where required.
• Maintain an updated database of customers, prospects, freight forwarders, and cargo agents.
• Participate in trade exhibitions, industry events, customer presentations, and business-development activities.
• Monitor export and import cargo trends and identify opportunities in sectors such as textiles, garments, leather, fruits and vegetables, pharmaceuticals, automotive parts, engineering products, and general cargo.
• Coordinate with Cargo Operations, Warehouse, Documentation, Customer Service, Finance, Revenue Management, Ground Handling, and other relevant departments.
• Ensure that customer commitments are operationally feasible and properly communicated to concerned departments.
• Maintain awareness of air cargo procedures, AWB documentation, chargeable weight, volumetric weight, ULDs, special cargo requirements, and applicable cargo handling procedures.
• Ensure compliance with company policies, aviation/cargo security requirements, commercial procedures, and applicable laws and regulations.
• Maintain confidentiality of company and customer information.
• Identify potential business risks and report them to senior management.
• Provide regular market feedback and recommendations to management regarding pricing, capacity, routes, and customer requirements.
• Where applicable, lead and supervise the cargo sales team, assign targets, monitor performance, and provide guidance and training.
• Perform any other cargo-sales and business-development duties assigned by management.