Regional Manager Commercial Operations

1 month ago

Dubai, United Arab Emirates Talent Pal Full time

**Job Purpose**: Devise, develop and implement the regions revenue and KPIs, drive sales force, and implement these annual revenue plans both short term and long term strategies. Deputise VP of Cargo Commercial and take decisions on their behalf, to drive and support the regional targets and control cost. Develop and execute revenue plans in collaboration with Cargo Managers to drive the development of commercial sales and marketing initiatives to promote SkyCargo products and services to achieve regional targets. Job Outline: - Lead and provide direction to 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 through long and short term strategic initiatives. Being responsible for engaging with cargo managers, advise cargo managers with corrective action on their business plans to develop new business. - Evaluate and approve performance against revenue plans at POS level. 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. - Drive along with VPCC the identification, shortlisting, conducting financial evaluation of new GSSA for new or existing markets. Recommend commission, terms and conditions and commercial KPIs to selected GSSA. Devise, guide and drive a comprehensive start-up plan for new GSSAs in line with regional revenue and marketing plan and objectives and take corrective actions to ensure market presence and supplementary market development. - Collaborate and offer guidance to 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 internal and external stakeholders to develop new initiatives, develop a comprehensive marketing plan for the region, 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. - 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 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. - Direct and support cargo commercial operations managers in terms of flight focus, cross-border sharing of capacity and implementation of new initiatives by offering guidance through expertise and influencing internal stakeholders where appropriately. Mentor and coach outstation staff (managerial level) in sustainable commercial practices by conducting periodic station/market evaluation visits. - Define KPIs and key focus areas for the cargo commercial in line with vision and direction of VPCC and prevailing market conditions in which progress is monitored, steered and corrected when appropriate to ensure revenue and marketing plans are achieved. - Establish and approve the annual cost budgets for the region in collaboration with Finance and cargo managers. In line with VPCC, influence and implement cost management strategies particularly in the areas of local sales promotion, entertainment, manpower and other major station overheads. Review and alter GSSA costs and commission models to ensure Emirates SkyCargo's profitability and sustainability.

**Salary & Benefits**: Join us in a management role and enjoy an attractive tax-free salary. On top of our generous travel benefits, including discounted flights and hotel stays around the world, this managerial role also has an excellent leave and healthcare package. That’s on top of transport benefits, life insurance and more.

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