Strategic Account Manager – Cargo

About the role

The Strategic Account Manager (Cargo) will lead Etihad’s insource team in the Mediterranean & CIS market, driving the commercial and operational cargo strategy to maximise revenue and performance. You will set objectives, motivate the team and ensure compliance with safety, security and quality standards.

Key responsibilities

• Co‑operate with GHA/Cargo Terminal to deliver quality service and meet EYCC standards.
• Use KPI and SLA tools to monitor performance and service levels.
• Participate in budgeting, ensure zero bad debt and compliance with CASS where applicable.
• Drive implementation of iCargo, self‑service solutions, direct booking and E‑Airway Bill.
• Lead the execution of Etihad Cargo’s commercial strategy for the assigned market and accounts.
• Develop and execute country, area and account plans to maximise revenue, load factor, yield and product mix.
• Manage a portfolio of customer contracts following Etihad’s segmentation model.
• Steer local sales, reservations and customer service teams to optimise reach and revenue.
• Maintain and grow relationships with global, regional and local key accounts.
• Monitor sales costs, coach the team and improve Salesforce effectiveness.
• Collect market intelligence, provide feedback to HQ and act on identified opportunities.

Required profile

• Minimum diploma (2 + years) or bachelor’s degree.
• At least 7 years of cargo market experience, with strong knowledge of the Mediterranean & CIS region.
• Fluent written and spoken English.
• Strong cargo commercial background and basic knowledge of GHA/warehouse handling.

Required skills

• iCargo system
• Salesforce platform
• E‑Airway Bill handling