Purpose

To support the execution of cargo commercial strategies byproviding analytical and commercial performance management support and direction for the region and responsibility for regional pricing. In addition, this position acts as a key regional interface with the head office Global Sales team on Cargo Business Planning preparation, KPI and target setting.

Key Responsibilities

• Support on Setting and Implementation of Regional Commercial Strategies
• Actively support the preparation and execution of the Cargo
  Business Plan for the region in alignment with Head Office cargo strategies and specific Key Performance Indicators
• Support the setting and implementation of direction on saleschannels, product sales and offline sales development for the region
• Consistently support sales by studying and identifying new markets, routes and business opportunities

Regional Performance and Pricing

• Provide local-specific insights in formulating pricing strategies with HO CRM.
• Monitor the effectiveness of the pricing strategies and initiate change discussions when needed.
• Ensure local strategies are aligned with the CRM's network revenue
• Maximisation and distribution strategies
• Ensure pricing strategies are discussed and agreed with Head Office stakeholders and that they are clearly defined, documented and communicated at the regional level.
• Consolidate and analyse market pricing trends, historical information, intelligence and feedback and regularly share them with the CRM.
• Monitor market capacity changes, trends, load factor changes, etc., and suggest rate increases to the sales teams.
• Oversee rate sheet filing and initiate updates as needed

Bridging Head Office and Local Sales Teams

• Support the Regional Business Development, Analytics and Pricing Manager to ensure the commercial and service directives from Head Office, where applicable, are cascaded to local levels
• Support the Regional Business Development, Analytics and Pricing Manager to coordinate regular updates from ports to Head Office on key local cargo market information and change of competitive landscape
• Partner with Head Office to identify business intelligence needs for the region

Capacity Management

• Perform capacity management for shared capacity for the region to optimise opportunities and revenue
• Coordinate the mid-term inventory management exercise at regional level
• Drive utilisation improvement by managing the mid-term inventory utilisation measurements

Analysis, Reporting and Budgeting

• Provide tangible support to the annual revenue and cost budgeting process
• Produce accurate revenue performance, commercial cost and market trend reports and analysis with a regional perspective in a timely manner

Ad-hoc Project, Global Request for Pricing and Studies

• Conduct ad-hoc projects and analysis as and when required within budget and timelines
• Coordinate Request For Pricings from forwarders within the region
• Filing of tariffs to meet all regulatory requirements
• Monitor Joint Business Agreements and adherence of as required

Efficiency Improvement

• Support the implementation of programmes to embed e-initiatives to drive penetration of e-Bookings, and other Agent Self-Service functions
• Support the regular review of commercial work process at aregional level to continuously drive efficiency improvements to benefits both internal and external customers

People Development and Performance Management

• Build a strong and motivated team, ensuring the right Business Development Analytics and Pricing team structure and the right talent are in place to foster a positive team spirit and facilitate resource management.
• Develop employees with high potential and identify/plan learning opportunities with appropriate training and development.
• Enhance employee experience that is aligned with the role level and internal brand promise.

E&A

• Emergency and Accident and Crisis Response responsibilities as required

Qualifications/ Experience/ Skills/ Knowledge

Academic Qualifications

• University degree (or tertiary equivalent) preferably in a logistics, sales and marketing or business discipline

Knowledge, Skills, Training and Experience

• Minimum of 4 years' cargo experience, preferably in the airline industry
• Demonstrably strong knowledge in air cargo sales
• Proven success records in setting and achieving goals
• Excellent decision making and administrative skills
• Strong planning and project management skills
• Sound knowledge of Microsoft Office with focus on Excel and Database