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
- Robust stakeholder management and influencing skills.
- Expertise in air cargo sales, commercial ope

📌 Senior Manager (Gurugram)
🏢 Air India
📍 Gurugram