Goals
The Head of Sales & Handling is responsible for organizing all operational business activities (sales and handling) within his or her geographical area. He or she is accountable for achieving the targets set by the Regional Head, including both quantitative and qualitative sales and handling goals, within the allocated budget. This role encompasses the management and oversight of local sales and handling units, as well as the day-to-day leadership of the sales and handling teams.
Task
Sales Operations:
- Responsible for the operational steering of sales in the geographical area
- Manages inside and outside sales teams, including allocation of accounts and performance management
- Identifies and exploits growth potential
- Acts as the senior customer interface at the local level
- Maximizes earnings and yields
- Where operationally and legally applicable, acts as a local liaison and coordinates sales and handling with Joint Venture (JV) partners
- Monitors market trends and competitors on an ongoing basis and initiates suitable measures for maintaining and expanding market share
- Ensures sufficient local capacities, including Road Feeder Services (RFS), in cooperation with the regional team, where applicable
- Implements global and regional communications and advertising measures at the local level to promote sales
Warehouse and Aircraft Handling:
- Ensures the safety, security, and quality of warehouse and aircraft handling activities, including negotiations with service providers and partner airlines at the local level
- Manages aircraft and warehouse handling processes at all stations in the geographical area, ensuring compliance with all relevant directives (safety, security, legal requirements, quality, and maintenance of qualifications and skills) through the supervision of both internal staff and staff of service providers
- Liaises with handled carriers, where applicable, to service their needs and relay information to staff
- Negotiates external handling services in cooperation with procurement teams and regional management, based on production strategy
- Responsible for organizing and opening new stations and/or freighter services in the geographical area
Representation and Strategy Implementation:
- Serves as the company's representative in the geographical area (e.g., with political entities, local authorities, industry and trade associations, and media), in consultation with regional and central functions where necessary
- Translates global company strategy and plans for sales and handling into meaningful local initiatives and activities, ensuring alignment with the company's worldwide strategy and systems
People Leadership:
Leads staff in the geographical area as a disciplinary superior, including:
- Recruiting, managing, motivating, and developing subordinate staff
- Managing relationships with employee representatives, where applicable
- Managing pay negotiations in line with, and in cooperation with, HR and the Compensation & Benefits International department, where applicable
Financial Management
- Manages country or district financial tasks and adheres to the approved budget
- Steers and controls the budget and proactively initiates cost-saving measures
- Secures all delegated financial processes in accordance with authorization (power of attorney) guidelines
- Conducts bottom-up forecasting and budgeting
Organization and Quality Management
- Ensures efficient and effective internal processes and the organization of sales and station operations within the geographical area
- Implements central process directives and, where necessary, introduces local adjustments within the prescribed framework
- Manages all quality parameters in the area of responsibility based on assigned KPIs
- Ensures observance of all compliance directives
Your profile
The ideal candidate should meet the following requirements:
- Bachelor's or Master's degree in Business, Economics, Engineering, Logistics, Supply Chain, Aviation, or a related field specialization in Marketing, Sales, Commerce, or Logistics is preferred
- Minimum of 5-8 years of relevant professional experience in the logistics, cargo, aviation, or airline industry
- The location for this position is flexible for either Bangkok or Singapore
- Must possess a valid driver's license
- Alternatively, strong knowledge of comparable international airline or logistics industry structures
- Strong written and spoken English proficiency
- Strong industry knowledge of the international air cargo, airline, or logistics sector
- Expert-level knowledge of relevant cargo processes, systems, and business operations
- Good computer skills, preferably at a proficient user level
- Ability to work independently and understand strategic business processes
- Experience in managing or leading employees
- Experience in budget management, including Cost Management and Revenue responsibility
- Willingness to travel as per business requirement
- Demonstrated commitment to complying with applicable rules, regulations, policies, and delegated authorities
