Key Responsibilities

• Define and execute the global sales strategy aligned to the airline's network, capacity plan, and EBITDA targets.
• Set annual and multi-year revenue budgets by corridor, product, and customer segment; accountable for achieving volume, yield, and load factor targets.
• Identify and develop new revenue streams, including ACMI, wet lease, spot charter, and contract freight.
• Lead pricing strategy and commercial terms in collaboration with Network Planning.
• Drive market intelligence capability; monitor competitor positioning, capacity shifts, and demand signals.
• Lead, motivate, and develop a global sales team including onboarding of GSA's.
• Design and maintain an optimal sales structure with appropriate coverage.
• Establish clear KPIs, performance frameworks, and coaching cultures.
• Champion collaboration between Sales, Operations, Ground Handling, and Customer Experience.
• Personally own and develop relationships with the airline's most strategic global accounts.
• Negotiate and close long-term capacity agreements, MoUs, and partnership frameworks.
• Ensure proactive management of customer satisfaction and service escalations.
• Develop a key account management programme for differentiated engagement.
• Lead the annual Sales Planning cycle and revenue contribution to P&L forecast.
• Provide regular revenue reporting, pipeline management, and market insight.
• Oversee CRM strategy, data integrity, and pipeline discipline.
• Work with Finance on contract risk, credit exposure, and compliance.
• Represent the airline at senior level at industry forums, IATA working groups, trade associations, and events.
• Act as brand ambassador and commercial spokesperson.
• Lead development of sales collateral, value propositions, and go-to-market messaging.

Person Specification

Essential Experience

• Minimum 12–15 years of progressive commercial experience in air cargo, with at least 5 years in a senior sales leadership role.
• Proven track record of delivering revenue growth in a B2B cargo airline, GSSA, freight forwarding, or logistics environment.
• Deep knowledge of global air freight market — trade lane dynamics, market pricing, capacity management, and key customer segments.
• Experience managing and motivating large, geographically dispersed sales teams.
• Substantial experience negotiating complex, multi-year agreements with major freight forwarders, integrators, or direct shippers.
• Experience operating at ExCo or equivalent level with Board reporting exposure.

Desirable Experience

• Exposure to ACMI, charter, or wet lease commercial models.
• Experience in airlines undergoing network expansion or commercial transformation.
• Familiarity with E-commerce pharmaceutical (GDP), perishables, or special cargo verticals.
• International experience across multiple regions, ideally including Asia-Pacific, Middle East, and Americas.

Qualifications

• Degree-level education or equivalent professional experience; MBA or business postgraduate qualification preferred.
• Proficiency in English essential; additional languages (Mandarin, Arabic, German, Spanish) advantageous.
• IATA or industry certifications an advantage.

Why Work with [Employer hidden — sign up to reveal]?

At [Employer hidden — sign up to reveal], we specialise in aviation recruitment across engineering services and training to airlines, MROs and OEMs, leasing and asset management companies, and component overhaul organisations. With deep industry knowledge and a global network, we match the right talent to the right roles — contract or permanent.

• Industry-leading compliance support
• Fast onboarding and documentation assistance
• Dedicated recruitment consultant
• Placements across the globe
• Extensive experience and knowledge of the aviation sector

How to Apply

Submit your up-to-date CV, along with copies of right to work documents

Compliance & Equal Opportunities

[Employer hidden — sign up to reveal] is committed to equal opportunity and diversity in the workplace. All applicants will be considered based on merit, qualification, and business need, regardless of age, gender, nationality, or background. We operate in full compliance with global aviation recruitment regulations.

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