Job Profile

Day to day Management of commercial activity for the Air Capacity Sales SSA area with the management of General Sales Agent programme for dedicated DHL flights in the region.

The result of which is to achieve revenue targets, maximise aircraft utilisation, market intelligence, increase use of the companies fixed cost assets to maximise cost recovery and reduce DHL’s overall Network costs and where commercially viable, network expansion.

Key Activities

• Ensure the air network within SSA area is utilised to its maximum with the aim of driven down unit cost of core movement.
• Manage product development, pricing, yield management and network development to maximise cost recovery.
• Liaise and communicate with existing GSA’s, direct customers, key account clients and local ACS sales team to provide reliable capacity management, ensuring their needs and expectations are met, thus working towards achieving the departmental & Regional sales targets for the year.
• Ensure the effective day to day management of General Sales Agents and DHL Express ACS Sales units. This encompasses effective selling, relationship management and the development of senior strategic business relationships ensuring they are all to DHL’s benefit.
• Manage and co-ordinate the commercial 3rd Party handling activity within DHL’s Operations Hub Group, and select the distribution channels, to ensure all opportunities are exercised across the cluster for external handling.
• Timely and accurate Capacity Management of the available feed & and de-feed capacity of the all our flight within SSA. Helping in meeting the revenue requirement per flight in & out
• Interaction with Network planning Management (MEA) and Aviation Manager SSA to identify possible ACS volume opportunities and support business cases for network deployment.
• Manage the coordination and communication of all Commercial changes to all parties involved in the SSA area and ensure all countries are provided with correct information.
• Manage on a monthly basis the intra cluster allocations
• Accumulate, comprehend and be fully aware of all relevant operational/marketing information in order to quickly and effectively make appropriate decisions to achieve the commercial objectives of the department.
• Provide and co-ordinate accurate and detailed information to other ACS offices in the network regarding operational procedures in order that traffic is correctly handled and customer expectations and requirements are met.
• Ensure Customer Sales reports, rates changes, accurate weight are checked and updated as required by the Finance Dept (Head Office in Panama and Bahrain)
• Initiate charters in conjunction with MEA Charter Desk
• Ensure the front line ACS staffs have the commercial acumen and operational knowledge/skills needed and well maintained to optimum effect in a timely and measured fashion.
• Provide full support, direction and focus as line manager to the team of people working in the ACS SSA. This includes appraisals, half yearly reviews, objective setting and generating Personal Development Plans through use of the DHL Motiv8 framework.
• Review a team-training programme to ensure that the respective ACS staff are fully multi-functional and flexible to meet all requirements including times of sickness and holiday.
• Communicate, support, advise and develop relationships with GSA’s, key account customers, direct customers and local ACS Sales team to ensure that reliable Capacity management function is provided, ensuring that budget targets and client targets are achieved and surpassed.
• Through regular communications and provision of available resource within the cluster accumulate data and produce presentational material for the Area Manager; make use of the available systems in a timely manner. Provide all operational and commercial information to facilitate monthly ACS meetings and GSA performance against allocations
• Degree in a business discipline
• Selling, negotiation, influencing, counselling, numeric, analysis skills, motivational skills and good leadership

Expected years of experience:

• Minimum 3 years’ experience at Managerial level in an Airline Commercial/Cargo environment and 5 years minimum Aviation experience. transport and distribution environment
• High Degree of business acumen and understanding of external economic environment and how this may affect DHL Aviation short- and long-term planning
• Understanding of all cargo airline business with the ability to manage & work remotely with a high degree of autonomy
• Experience of managing a team is an advantage
• Relationship & people management ability, networking & creative problem solving
• Disciplinary skills
• Leadership skills