Job Description

Senior Manager - Sales Excellence & Program Management

Function: Commercial - Cargo
Location: Gurugram
Reporting To: Head - India Cargo Sales

Role Purpose

Drive cargo sales growth through strategic initiatives, customer partnerships, commercial programs, and data-driven insights. Improve revenue, customer experience, and market presence across the network.

Key Accountabilities

Sales Excellence & Program Management

- Identify sales gaps through market feedback, benchmarks, and internal reviews.
- Develop and implement initiatives to improve sales performance.
- Lead cross-functional projects that drive revenue growth.

Strategic Relationship Management
- Act as the link between Cargo Commercial, Sales, and Operations teams.
- Build strategic relationships with freight forwarders and industry partners.
- Identify pricing and market opportunities to improve revenue and load factors.
- Represent Air India Cargo at key industry events.

Cross-Functional Collaboration
- Partner with Sales, Operations, Pricing, Capacity, Finance, Digital, Legal, and Compliance teams.
- Resolve operational issues and improve customer experience.
- Support initiatives that strengthen Air India Cargo's market position.

Market Growth & Commercial Governance
- Drive growth in key markets and strategic accounts.
- Manage customer contracts, SLAs, and commercial agreements.
- Design and govern incentive programs for customers and agents.

Data & Performance Management
- Analyze market trends, customer insights,



and performance data.
- Develop KPIs, dashboards, and business insights.
- Support CRM, automation, and digital initiatives.
- Drive revenue through sales plans, incentive programs, and targeted campaigns.
- Review regional performance and implement corrective actions.
- Partner with Finance and Revenue Management on forecasting and budgeting.

Skills & Competencies

- Strong stakeholder management and influencing skills.
- Expertise in air cargo sales, commercial operations, or account management.
- Strong analytical and problem-solving capability.
- Proven success in leading cross-functional projects.
- Robust communication and program management skills.

Key Interfaces

Internal

- Regional Cargo Managers and Sales Teams
- Commercial, Operations, Product, Finance, Revenue Management, Digital, Compliance, and Network Planning teams

External
- Freight forwarders
- Strategic customers
- Industry associations and commercial partners

Education & Experience

Education

- Bachelor's degree in Business, Management, Operations, Marketing, or related field.

Experience

- 12+ years in cargo sales, commercial operations, account management, or business development within the airline or air cargo industry.
- Experience in strategic partnerships, commercial programs, and cross-functional leadership preferred.
- Desired 15+ years of experience in air cargo account management / business development and preferably a stint in building programs in operations / customer service

📌 Senior Manager - Cargo Sales Excellence (Gurugram)
🏢 Air India
📍 Gurugram