Sales Manager, dnata Cargo

About the role

dnata Cargo delivers cargo handling and logistics solutions to airline partners and customers worldwide, and its Commercial team drives revenue growth and strategic partnerships. As Sales Manager, dnata Cargo, you will develop and implement sales strategies and market plans to maximise revenue and expand market presence, working with Cargo Sales, partners, agents, authorities, 3PLs, Calogi, road feeder services, ground handling agents, shippers and consignees.

Key responsibilities

• Develop and implement the commercial sales strategy for dnata Cargo and Cargo Partners to reach revenue and tonnage targets and increase market penetration.
• Target international airlines for GSSA and GHA activities, manage the existing GSSA airline portfolio and identify new business opportunities across trade lanes, commodities and direct shippers.
• Promote airline cargo products, network capabilities and service offerings, including charter operations.
• Manage major corporate accounts and build commercial relationships with airline principals, freight forwarders, cargo agents, authorities, 3PLs, road feeder providers, GHAs, shippers and consignees.
• Negotiate commercial agreements, income and commission structures, cargo rates and Block Space Agreements (BSAs).
• Lead and supervise the Sales Team, giving direction, performance feedback and training.
• Evaluate the performance of contracted Sales Agents and recommend improvements.
• Analyse sales performance across airlines, agents, locations and products, providing revenue forecasts and market intelligence to Executive Management.
• Conduct market research and trend analysis to identify opportunities and recommend new products and solutions.
• Coordinate with Cargo Customer Service, Reservations and Airport Operations teams to meet KPIs and SLAs.
• Review airline stock management, recommend credit limits and follow up on outstanding payments while maintaining operational safety compliance.

Required profile

• Bachelor's degree in Business Administration or a related discipline, with 6-8 years of experience in Logistics, Sales and Marketing; or a Diploma in Operations, Sales or a related discipline, with 8-10 years of experience.
• Valid UAE driving licence.
• Strong knowledge of sales and marketing techniques and ability to develop commercial strategies.
• Proficient understanding of supply chain management, cargo operations and logistics services.
• Strong management and leadership skills, and advanced communication, negotiation and stakeholder management skills.
• Advanced IT and computer literacy, with the ability to analyse sales data and prepare commercial reports.

You will have an edge with cargo chartering experience and strong awareness of the local cargo market.

What we offer

• Attractive tax-free salary.
• Travel benefits exclusive to the industry, including discounts on flights and hotel stays around the world.