Company Description Cathay is a premium travel lifestyle brand based in Hong Kong, bringing people closer to the places, experiences and opportunities that matter to them. Our purpose — to move people forward in life — begins with our own people. Across our airlines, cargo and lifestyle businesses, it is our people who turn journeys into experiences and ambition into progress.

Joining

Cathay means being part of a global and inclusive community, driven by thoughtful care, progressive attitude and a can-do spirit — and supported to grow through a meaningful career that moves with you. If you are seeking an opportunity to take flight, let your ambitions propel you higher and further.

Make Your Career

Move, together with Cathay.

Role Introduction

Reports to Regional Head of Cargo – SAMEA The Regional Cargo Trade Sales Manager- SAMEA is responsible for driving revenue generation from Key Trade Accounts, developing and executing commercial strategies across SAMEA, and ensuring consistent performance management of Account Managers and Cargo Managers. The role uses commercial analytics, market intelligence, and performance dashboards to support strategic planning and optimise revenue and yield. The role also provides strategic leadership, commercial governance, and operational oversight, including responsibility for digital initiatives, special product performance, pan- SAMEA cargo commercials, and acting as the regional cargo lead in the absence of the Regional Head of Cargo.

While the role has been advertised as being based in Mumbai, the Company is open to considering alternative locations, subject to the suitability of the successful candidate and business requirements.

Key Responsibilities Drive revenue growth from key trade accounts and strategic customers across the SAMEA region through targeted commercial strategies and customer engagement.

Develop and execute regional commercial initiatives covering incentives, yield optimisation, pricing strategies, customer agreements, and special product growth opportunities.

Lead, coach,



and performance-manage Cargo Managers and Trade Account Managers by setting objectives, reviewing productivity, and building succession and development plans.

Conduct regular business reviews with customers and commercial teams to strengthen partnerships, increase share of wallet, and identify growth opportunities.

Partner with pricing, network planning, operations, finance, and regional commercial stakeholders to align commercial priorities and execution plans.

Maintain governance over contracts, tariffs, incentives, discount approvals, and compliance requirements while addressing revenue leakage, disputes, and escalations.

Lead regional digital transformation initiatives, including e-booking, digital contracts, customer relationship management systems, reporting dashboards, automation, and artificial intelligence adoption.

Analyse market trends, customer demand, competitor activity, and commercial performance to support strategic planning and informed decision-making.

Represent regional cargo commercial performance in business reviews and support planning, budgeting, risk management, and growth initiatives across SAMEA.

Act as the regional cargo commercial lead in the absence of the Regional Head of Cargo, providing oversight and escalation support for commercial and stakeholder matters.

Requirements Academic Qualifications University degree (or tertiary equivalent) in a related discipline

MBA or equivalent qualification in business, Marketing, Logistics, Supply Chain, or a related field preferred

Additional certification or diploma in logistics, supply chain management, or aviation sales is preferred Knowledge, Skills, Training And Experience Minimum 10–15 years of cargo / logistics / airline commercial experience, with strong exposure to:





Trade accounts and Consolidators account management

Pan-India or multi-country sales leadership

Pricing and commercial strategy

Proven people leadership and stakeholder management experience

Strong commercial acumen and strategic thinking

Proven leadership and team management capability

Excellent negotiation and relationship management skills

Strong analytical and data-driven decision-making ability

High level of digital awareness and transformation mindset

Excellent communication and presentation skills

Ability to operate effectively in a matrix and multicultural environment

Candidates must have the legal right to live and work in India.

Advantages https://careers.cathaypacific.com/who-we-are/why-work-here Cathay is proud to offer eligible employees competitive compensation & benefits package, as varied by location, regularly scheduled hours worked, length of employment and employment status as highlighted below.

Travel

Privileges on Cathay Pacific Airways Global Network

Extensive well-being programs including health and employee assistance program benefits to help you stay well.

Paid Leave

If this position requires a uniform, a uniform allowance will be provided. Personal & Application Information Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only.

All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer. We thank all candidates for your interest in Cathay, and regret that only shortlisted candidates will be notified.

Candidates not notified within eight weeks may consider their application unsuccessful. All job opportunities are published exclusively on our official website. We advise applicants not to apply through or respond to any third-party websites or domains.

Kindly exercise caution and avoid unsolicited offers from unofficial sources.

📌 Regional Cargo Trade Sales Manager (Mumbai)
🏢 Cathay Pacific
📍 Mumbai