Senior Manager - Sales Excellence & Program Management
Function: Commercial - Cargo Location: Gurugram Reporting To: Head - India Cargo Sales
Role Purpose
Drive cargo sales growth through strategic initiatives, customer partnerships, commercial programs, and data-driven insights. Improve revenue, customer experience, and market presence across the network.
Sales Excellence & Program Management
Identify sales gaps through market feedback, benchmarks, and internal reviews.
Develop and implement initiatives to improve sales performance.
Lead cross-functional projects that drive revenue growth.
Strategic Relationship Management
Act as the link between Cargo Commercial, Sales, and Operations teams.
Build strategic relationships with freight forwarders and industry partners.
Identify pricing and market opportunities to improve revenue and load factors.
Represent Air India Cargo at key industry events.
Cross-Functional Collaboration
Partner with Sales, Operations, Pricing, Capacity, Finance, Digital, Legal, and Compliance teams.
Resolve operational issues and improve customer experience.
Support initiatives that strengthen Air India Cargo's market position.
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Drive growth in key markets and strategic accounts.
Manage customer contracts, SLAs, and commercial agreements.
Design and govern incentive programs for customers and agents.
Data & Performance Management
Analyze market trends, customer insights, and performance data.
Develop KPIs, dashboards, and business insights.
Support CRM, automation, and digital initiatives.
Drive revenue through sales plans, incentive programs, and targeted campaigns.
Review regional performance and implement corrective actions.
Partner with Finance and Revenue Management on forecasting and budgeting.
Skills & Competencies
Strong stakeholder management and influencing skills.
Expertise in air cargo sales, commercial operations, or account management.
Strong analytical and problem-solving capability.
Proven success in leading cross-functional projects.
Strong communication and program management skills.
Key Interfaces
Internal
Regional Cargo Managers and Sales Teams
Commercial, Operations, Product, Finance, Revenue Management, Digital, Compliance, and Network Planning teams
External
Freight forwarders
Strategic customers
Industry associations and commercial partners
Education
Bachelor's degree in Business, Management, Operations, Marketing, or related field.
Experience
12+ years in cargo sales, commercial operations, account management, or business development within the airline or air cargo industry.
Experience in strategic partnerships, commercial programs, and cross-functional leadership preferred.
Desired 15+ years of experience in air cargo account management / business development and preferably a stint in building programs in operations / customer service
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