Sales Representative - Cargo (Shanghai)

Country CHINA City Shanghai Department Cargo Sales Closing date 19 December 2013

Job Purpose Successful candidate will be responsible for new business acquisition, develop plans for existing business, achieving profitable sales revenue to an agreed target for a sales territory and/or portfolio of clients. Maintain current business and promote the Etihad brand, products and services through the distribution channels available. Negotiate & account-manage commercial agreements with top national accounts. Ensure all tasks are carried out in line with agreed local and Head office Guidelines. Strengthen the working relationship with our service providers as well as operations staff of our customers. Responsibilities Negotiation of new business acquisitions around contractual agreement within the defined portfolio Develop individual account management plans for the top 20% of the accounts to ensure revenue growth and market share growth. Develop and implement strategy to increase penetration to the top account by direct and indirect channels in conjunction with the Cargo manager. Develop and maintain excellent customer relationships including interline partners, government agencies, key customers, sales agents, shippers, forwarders etc at all levels. Ensure Etihad Cargo visibility in the assigned area to all customer decision makers Effective use of CRISTAL system for reservations and responding to all customer queries. Collect, collate, provide feedback to head quarter and pro-actively take action on market intelligence. Pro-active customer contact to ensure Etihad commitment is met. 100% shipment s to be follow up till destination to meet customer expectation Use primary tools of KPI and SLA to ensure compliance with EYC standards and service levels Full Compliance of Etihad Cargo Operations Manual, focus on correct load plans. Ensure all corporate standards of safety and security of our flights met. Ensure GHA implements all relevant governmental, international and cargo specific regulations when applicable Requirements Educated to degree level or equivalent with minimum experience of 5 years in a major airline or similar organization. Post holder must be able to demonstrate a sound knowledge of cargo sales and operations gained over a period of not less than 5 years in a senior sales role, with a proven track of success in business development, achieving sales targets and management of service providers and demonstrated ability to interact effectively in both customer and supplier environment at all levels. Sound knowledge of the air cargo and industry business drivers Training on negotiation and sales techniques. Training on account development planning Presentation skills Fluent in both oral and written English, with strong presentation skills. Self-starter with strong planning and excellent interpersonal and communication skills. Good analytical skills to make positive use of broad range of data information and able to work under pressure and to short lead times Sound knowledge of air cargo operations procedures and processes Excellent numerical analysis abilities and knowledge of reporting systems The Individual Individual must have right to live and work in Shanghai Operating Environment You will be operating within a pressurized environment, working remotely and independently with limited supervision. Working hours can be long and you may be asked to participate in evening customer oriented events and travel as required for training or familiarization visits.

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