To lead, develop and execute the cargo commercial strategies for the country in order to surpass revenue targets and commercial Key Performance Indicators and drive service standards whilst ensuring absolute compliance with safety and operational standards.
Responsibilities:
Revenue Generation
- Support the Regional Head of Cargo/Area Cargo Manager in developing the Cargo Business Plan in alignment with Head Office cargo strategies and specified Key Performance Indicators
- Execute the Cargo Business Plan and lead the country team to achieve and exceed revenue budget and targets
- Conduct regular reviews of revenue performance and lead team to take actions where revenue is behind budget
- Ensure that team members hunt for new revenue generation streams, for example from new routes, new frequencies, ancillary charges
- Generate revenue with perspective of sales channels, product sales and offline sales development
- Help to set and execute sales plans to generate revenue, balancing short-term and long-term revenue goals in terms of market share, yield, and agency distribution breadth
- Lead the team to provide superb sales customer services in all customer touch points to drive premium selling rates and regular business
- Lead the negotiation and execution of sales contracts as required
Bridging Head Office / Regional Office and Local Sales Teams
- Ensure commercial and service directives from Head Office / Regional Office, where applicable, are cascaded down to individual team level
- Provide regular updates to Head Office / Regional teams on key local cargo market information and changes of competitive landscape
Efficiency Improvement
- Take the lead to regularly review commercial and operational work processes to continuously drive efficiency improvement to benefit customers and the Company
- Maintain oversight of port manpower requirements to increase productivity and service provision where possible
- Manage the commercial cost of sales with an appropriate balance between revenue increases against required costs
- Ensure that programmes are in place to support e-initiatives to drive penetration of e-Bookings, e-AWB, e-freight shipments and other Agent Self-Service functions
- Ensure active management of supplier relationships to ensure Service Level Agreements are adhered to and costs are managed
Financial Risk Management
- Manage credit risks with reference to relevant internal guidelines / IATA local financial criteria where applicable
Partnerships and External Liaisons
- Develop and maintain positive relationships with local Civil Aviation Department and various applicable regulatory bodies to enhance the overall interests of the Company
- Establish and manage relationships with shippers, key industry and trade partners, and associations so that Company interests are well represented
- Confer recognition on, and earn the loyalty of our highest value customers, including Cargo Clan Elite members
People Development and Performance Management
- Lead, support and encourage own team to achieve success
- Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork
- Supervise and mentor direct reports, encouraging effective collaboration
- Demonstrate leadership and lead by example in accordance with Cathay’s core values
- Develop employees with high potential and identify learning opportunities to ensure appropriate training and development
- Maintain active and ongoing dialogue in relation to employee goals and individual performance
- Actively engage with employees to enhance communication and their understanding of department goals
- Support the People Managers to design and conduct internal development programmes including succession planning as appropriate ensuring alignment with Head Office direction
- Enhance the employee experience in line with the role level and the internal brand promise
Safety and Regulatory Compliance
- Conform to the required safety and security standards, and achieve all company, local, international aviation, authority and legal requirements
- Make timely or overriding decisions on operations to improve efficiency and comply with safety and security mandates
- Develop and promote a culture of zero tolerance on safety and security incidents
- Ensure that all incidents are fully investigated with remedial actions to eliminate, isolate or minimise the cause to prevent recurrence
- Ensure that the Safety Management System is implemented and is constantly maintained
- Undertake an Emergency and Accident role, as determined by Company policy, and ensure that Emergency and Accident plans are in place for the country
Service Delivery and Excellence
- Ensure all cargo operations activities run smoothly and effectively
- Assist to formulate policy and procedures to react to the ever changing operations and commercial environment and keep track of the effectiveness of the policies and procedures
- Negotiate and agree on special handling services with customers
- Monitor and assess the performance of service providers against Service Level Agreements and take remedial action as required
- Conduct regular meetings with service providers to review service performance and deficiencies and devise remedial measures to drive improvement in a timely and effective manner
- Maintain an overview of adherence to handling processes and procedures and ensure that measureable improvements are made both in processes and adherence
- Review port audit reports and ensure action is taken in a timely manner
- Actively support the achievement of the On Time Performance target for freighters
- Work with Head Office by leading new port set up and supplier changes within the country and ensure the timeline from supplier selection process to project ends are met
Operational Duty Holder (if applicable)
- This position is the Operational Duty Holder of port Singapore and has a formal business relationship with the Functional Duty Holder of applicable services and must understand the process of risk escalation to the Functional Duty Holder (GM CSD).
- This position is the Remote Operational Duty Holder of port Singapore (if Remote ODH applies) and has a formal business relationship with the Functional Duty Holder of applicable services and must understand the process of risk escalation to the Functional Duty Holder (GM CSD).
- This position is the Operational Duty Holder Delegate of port Singapore (if ODH Delegate applies).
- To fulfil the detailed Cargo Operational Duty Holder responsibilities, for Cathay Pacific as per the requirements of the “Best Practice for Cargo Operation Duty Holder - Port” documented in The Hub Team Site.
- Be accountable at an operational level for the safe operation of services, including those services which are contracted to others
- Maintain day to day responsibility for managing operational performance, including the performance of suppliers who are contracted to deliver services to ensure that:there is full compliance with quality standards and regulatory requirements
procedures and instructions are followed
the service is delivered in accordance with contracted terms
E&A
- Emergency and Accident and Crisis Response responsibilities as require
Requirements:
Academic Qualifications
- University degree (or tertiary equivalent) preferably with a logistics, sales and marketing or business discipline
Knowledge, Skills, Training and Experience
- Minimum 8 years’ experience in cargo, sales and marketing or an airline or related industry, of which at least 4 years in a management role
- Knowledge of, and experience in the cargo/freight forwarding environment is a distinct advantage
- Proven success in building, maintaining and leading teams
- Established track record in meeting or exceeding sales and revenue targets
- Demonstrable ability in successful business relationship building
- Strong people and problem-solving skills
- Leads, embraces and adapts to constant change
