Cargo Sales Manager
Job Summary
We are seeking an experienced and results-driven Cargo Sales Manager to lead cargo sales strategies and business development initiatives for an expanding airline cargo portfolio. The role focuses on driving revenue growth, developing market opportunities, managing key freight forwarding relationships, and leading a station commercial team to achieve business targets and cargo performance objectives.
Responsibilities
- Develop and execute cargo sales strategies to maximize revenue.
- Manage key accounts, freight forwarders, and logistics partners.
- Lead, mentor, and supervise the station commercial team.
- Monitor sales performance and analyze market trends.
Required Skills
- 5+ years of experience in cargo sales/air freight.
- Strong network with local cargo agents and freight forwarders.
- Expertise in pricing strategies and capacity management.
- Strong leadership and negotiation skills.
Job Details
Key Responsibilities
Cargo Sales & Business Development
- Develop and execute cargo sales strategies to grow market share and maximise airline cargo revenue.
- Identify new business opportunities and expand relationships with freight forwarders, logistics providers, and cargo stakeholders.
- Drive customer acquisition initiatives and develop solutions to improve cargo volume and revenue performance.
- Develop pricing strategies, commercial proposals, and sales approaches based on market conditions and customer requirements.
- Support optimisation of cargo capacity utilisation and achievement of commercial targets.
Key Account Management
- Manage and strengthen relationships with key cargo agents, freight forwarders, and corporate accounts.
- Maintain strong customer engagement to understand market trends, customer needs, and business opportunities.
- Negotiate commercial agreements, volume commitments, and spot-rate arrangements where required.
- Ensure high levels of customer satisfaction and service quality.
Team Leadership & Operations Coordination
- Lead, mentor, and manage a station commercial team consisting of customer service, operations, and sales support members.
- Provide direction, coaching, and performance guidance to achieve team and business objectives.
- Work closely with operations and customer service teams to ensure alignment between sales commitments and operational capabilities.
- Coordinate with internal teams and ground handling partners to resolve operational issues and maintain service standards.
Reporting & Performance Management
- Monitor sales performance, revenue achievement, cargo volume, and market trends.
- Analyse commercial performance and recommend strategies to improve business results.
- Track industry developments and competitor activities to identify growth opportunities.
- Support management reporting and commercial planning activities.
Requirements
- Minimum 5 years of proven experience in cargo sales, business development, air freight, GSA, airline cargo, or freight forwarding industries.
- Strong network and established relationships with cargo agents, freight forwarders, and logistics partners in Singapore.
- Experience managing key accounts, negotiating commercial agreements, and driving revenue growth.
- Strong understanding of air cargo operations, pricing strategies, and market dynamics.
- Proven leadership experience with the ability to manage and motivate teams.
- Highly analytical, target-driven, and able to perform effectively in a fast-paced aviation environment.
- Strong communication, negotiation, and stakeholder management skills.
Preferred Experience
- Experience managing airline cargo portfolios or GSA operations.
- Familiarity with Changi Airfreight Centre operations and local air cargo market.
- Exposure to cargo capacity management, spot-rate pricing, and volume-based contracts.
- Strong commercial mindset with a track record of achieving sales KPIs.