Job Description
Senior Manager - Sales Excellence & Program Management
Function: Commercial - CargoLocation: GurugramReporting 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

Robust stakeholder management and influencing skills.
Expertise in air cargo sales, commercial operations, or account management.
Strong analy

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