Synopsis
Lead and guide the market by effectively managing Etihad’s insourced team in alignment with the cargo commercial and operational strategy, with the aim of maximizing results for the JBA (Joint Business Agreement with SF Airlines) markets of Shenzhen and Ezhou. This includes setting clear objectives, developing and motivating the team, and driving individual and collective performance. The role is also responsible for continuous performance management and coaching, while ensuring full compliance with all relevant safety, security, quality, health, and environmental procedures to maintain a safe and healthy work environment.
Accountabilities
- Lead the implementation of EY JBA Cargo commercial strategy in the respective market and accounts.
- Lead, manage and coordinate the team to ensure achievement of agreed targets as per defined strategy and budget expectations.
- Develop, implement and execute robust JBA routes and account plans to maximize Etihad JBA core routes' revenue, load factor, yield and product mix
- Lead, develop, manage and stipulate a portfolio of customer contracts in line with Etihad JBA organization’s segmentation model and commercial strategy
- Performance manages the local sales, reservations and customer service teams to ensure the maximization of JBA organization and revenues possibilities.
- Develop, maintain and lead customer relationships including global key accounts (where the key account structure requires), regional key accounts and local accounts at all levels. Ensure Etihad JBA brand visibility in the assigned area to all customer decision makers.
- Manage sales costs, coach, direct and motivate the team. Measure Salesforce effectiveness and take action to improve quality and coverage.
- Collect, collate, provide feedback to HQ and pro-actively act on market intelligence. Identify opportunities and potential blocks, plan strategy to overcome any area resistance.
- Use defined tools of KPI and SLA to ensure compliance with EYCC standards and service levels.
- Participate in the budgeting process. Ensure no financial bad debt and full compliance to CASS when applicable
- Drive implementation of iCargo, self-service solutions, direct booking capabilities and e-Airway Bill
- Lead to cooperate with the GHA/Cargo Terminal to supply the quality service to customers and comply with the EY Standard.
- Minimum Diploma (2 years of more)
- Minimum 7 years of work experience in the Mainland China cargo market, with strong customer knowledge and at least 2 years in a management role.
- Fluent English & Chinese - both written and spoken is essential.
- Strong commercial analysis experience and basic Knowledge about GHA/warehouse handling
Etihad Airways is more than the UAE’s national airline - we’re shaping the future of global aviation. From our hub in Abu Dhabi, we connect people across continents and cultures, while driving our “Journey 2030” ambition to double our fleet, expand our network and grow our people for a new era of excellence. Join us and become part of a vision where the world is your workplace and extraordinary experiences take flight.
To learn more visit www.etihad.com
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