Sales Manager, dnata Cargo

At dnata, our Cargo team plays a vital role in delivering efficient and reliable cargo handling and logistics solutions to airline partners and customers worldwide. Our Commercial team is responsible for driving revenue growth, strengthening strategic partnerships and identifying new business opportunities across the cargo and logistics sector.

As Sales Manager, dnata Cargo, you will develop and implement sales strategies and market plans to maximise revenue and expand market presence. You will work closely with key stakeholders, including Cargo Sales, partners, agents, General Sales and Service Agents (GSSAs), authorities, third-party logistics providers (3PLs), Calogi, Road Feeder Services, Ground Handling Agents (GHAs), shippers and consignees.

In this role, you will:

• Develop and implement the commercial sales strategy for dnata Cargo and Cargo Partners to achieve revenue and tonnage targets, increase market penetration and drive business growth.

• Target international airlines for GSSA and GHA activities, manage the existing GSSA airline portfolio and identify new business opportunities across trade lanes, commodity segments and direct shippers.

• Promote airline cargo products, network capabilities and service offerings, including charter operations, to maximise revenue opportunities and increase market share.

• Manage major corporate accounts and build strong commercial relationships with airline principals, freight forwarders, cargo agents, GSAs, authorities, third-party logistics providers (3PLs), road feeder service providers, GHAs, shippers and consignees.

• Negotiate commercial agreements, income and commission structures with service providers and airline partners, including cargo rates and Block Space Agreements (BSAs), to maximise revenue opportunities.

• Lead and supervise the Sales Team and direct reports, providing direction, performance feedback and ongoing training to ensure individual targets and airline service standards are achieved.

• Evaluate the performance of contracted Sales Agents, ensuring required levels of business and service are maintained and recommending improvements to sales performance.

• Monitor and analyse sales performance across airlines, agents, locations and products, providing real-time commercial information, revenue forecasts and market intelligence to Executive Management.

• Conduct market research and trend analysis to identify emerging opportunities, monitor competitor activities and recommend innovative products and commercial solutions to increase revenue and protect existing business.

• Coordinate with internal Cargo Customer Service, Reservations and Airport Operations teams, airline principals and GHAs to ensure effective service delivery and achievement of agreed KPIs and SLAs.

• Review airline stock management, assess market credit opportunities and recommend credit limits for airlines and cargo agents. Follow up on outstanding payments relating to cargo ground handling, GSSA and Calogi activities, while ensuring compliance with operational safety standards.

To be considered for this role, you must meet the below requirements:

• Bachelor's degree in Business Administration or a related discipline, with 6–8 years of experience in Logistics, Sales and Marketing; or

• Diploma in Operations, Sales or a related discipline, with 8–10 years of experience in Logistics, Sales and Marketing.

• Valid UAE driving licence.

• Strong knowledge of sales and marketing techniques, with the ability to develop and implement effective commercial strategies.

• Proficient understanding of supply chain management, cargo operations and logistics services.

• Strong management and leadership skills, with the ability to supervise, motivate and develop a high-performing team.

• Advanced communication, negotiation and stakeholder management skills, with the ability to build and maintain effective commercial relationships.

• Proficient budgeting and cost control skills, including the ability to monitor financial performance and support revenue optimisation.

• Advanced IT and computer literacy skills, with the ability to analyse sales data and prepare commercial reports.

You'll have an edge if you have:

• Experience in cargo chartering, with an understanding of charter operations, commercial requirements and customer needs.

• Strong awareness of the local cargo market, including industry trends, market dynamics, customer requirements and competitor activity.

At dnata, part of Emirates Group, we’re committed to providing our employees with opportunities to grow and develop in their careers. So if you’re looking for a challenging and rewarding opportunity, apply today and join our team!

Join us in Dubai and enjoy an attractive tax-free salary and travel benefits that are exclusive to our industry, including discounts on flights and hotels stays around the world. You can find out more information about our employee benefits in the Working Here section of our website Further information on what’s it like to live and work in our cosmopolitan home city, can be found in the Dubai Lifestyle section.