GSA Manager

Описание

Position Summary The Station Manager is responsible for the overall commercial performance of the airline's cargo business within the market assigned. The role is primarily sales-driven, with responsibility for developing the local market, managing relationships with freight forwarders and logistics companies, maximising cargo revenue, yield and aircraft capacity utilisation, and representing the airline in the local market. Commercial Management · Develop and execute the local cargo sales strategy. · Deliver agreed revenue, tonnage, yield and market share targets. · Maximise utilisation of available cargo capacity while maintaining profitable yields. · Develop business across general cargo and specialised cargo segments. · Identify new trade lanes and market opportunities. · Support the launch of new routes and capacity. Customer Relationship Management · Build and maintain strong relationships with freight forwarders, logistics providers, consolidators and major shippers. · Conduct regular customer visits and business reviews. · Negotiate commercial agreements within delegated authority. · Resolve commercial and service issues promptly. Sales Leadership · Lead and coach the local sales team. · Set sales targets and monitor performance. · Develop account plans for strategic customers. Revenue & Capacity Management · Monitor booking trends and available capacity. · Coordinate with airline revenue management. · Promote higher-yield cargo. · Recommend pricing strategies. Market Intelligence · Monitor competitor pricing and capacity. · Analyse cargo flows and trends. · Provide market reports and recommendations. Operational Coordination · Coordinate with GHAs, warehouses and trucking providers. · Ensure compliance with airline, IATA and local regulations. Key Performance Indicators · Cargo revenue · Gross margin · Yield (Revenue/kg) · Tonnage · Capacity utilisation · Customer retention · New freight forwarders · Growth of strategic accounts Qualifications · Minimum 10 years' airline cargo, Cargo GSA or airfreight experience. · Established network within the local freight forwarding community. · Strong negotiation, analytical and leadership skills. · Knowledge of IATA cargo procedures and airline cargo systems. · Fluent English and Russian.