The Head of Global Sales owns the end-to-end commercial revenue strategy for the airline, leading a geographically distributed sales organisation to grow yield, volume, and market share across all product lines and corridors. This is a player-manager role requiring both strategic vision and hands‑on commercial leadership — from setting pricing philosophy and key account strategy through to closing landmark deals with Tier 1 freight forwarders and direct‑ship customers.
Key Responsibilities
* Define and execute the global sales strategy aligned to the airline's network, capacity plan, and EBITDA targets.
* Set annual and multi-year revenue budgets by corridor, product, and customer segment; accountable for achieving volume, yield, and load factor targets.
* Identify and develop new revenue streams, including ACMI, wet lease, spot charter, and contract freight.
* Lead pricing strategy and commercial terms in collaboration with Network Planning.
* Drive market intelligence capability; monitor competitor positioning, capacity shifts, and demand signals to inform tactical and strategic decisions.
* Lead, motivate, and develop a global sales team including onboarding of GSA’s.
* Design and maintain an optimal sales structure, ensuring appropriate coverage of corridors, customer segments, and geographies.
* Establish clear KPIs, performance frameworks, and coaching cultures across the team.
* Champion collaboration between Sales, Operations, Ground Handling, and Customer Experience to deliver on commercial commitments.
Key Account & Customer Management
* Personally own and develop relationships with the airline's most strategic global accounts (top-tier freight forwarders, integrators, and direct shippers).
* Negotiate and close long‑term capacity agreements, MoUs, and partnership frameworks.
* Ensure proactive management of customer satisfaction and resolution of service escalations at the executive level.
* Develop a key account management programme ensuring strategic customers receive a differentiated and senior‑level engagement model.
Commercial Planning & Governance
* Lead the annual Sales Planning cycle; own the revenue contribution to the P&L forecast.
* Provide regular and accurate revenue reporting, pipeline management, and market insight to the CCO and ExCo.
* Oversee the design and governance of the CRM strategy; ensure data integrity and pipeline discipline across the team.Work closely with Finance on contract risk, credit exposure, and commercial terms compliance.
Brand, Industry, & External Positioning
* Represent the airline at senior level at industry forums, IATA working groups, trade associations, and major customer events.
* Act as a brand ambassador and commercial spokesperson in the market.
* Lead the development of sales collateral, value propositions, and go‑to‑market messaging in partnership with Marketing.
Person Specification
* Minimum 12–15 years of progressive commercial experience in air cargo, with at least 5 years in a senior sales leadership role.
* Proven track record of delivering revenue growth in a B2B cargo airline, GSSA, freight forwarding, or logistics environment.
* Deep knowledge of the global air freight market — trade lane dynamics, market pricing, capacity management, and key customer segments.
* Demonstrated experience managing and motivating large, geographically dispersed sales teams.
* Substantial experience negotiating complex, multi-year agreements with major freight forwarders, integrators, or direct shippers.
* Experience operating at ExCo or equivalent level with Board reporting exposure.
* Exposure to ACMI, charter, or wet lease commercial models.Experience in airlines undergoing network expansion or commercial transformation.
* Familiarity with E-commerce pharmaceutical (GDP), perishables, or special cargo verticals.
* International experience across multiple regions, ideally including Asia‑Pacific, Middle East, and Americas.
Qualifications
* Degree‑level education or equivalent professional experience; MBA or business postgraduate qualification preferred but not essential.
* Proficiency in English essential; additional languages (Mandarin, Arabic, German, Spanish) advantageous.
* IATA or industry certifications an advantage.
Compliance & Equal Opportunities
JMC Aviation is committed to equal opportunity and diversity in the workplace. All applicants will be considered based on merit, qualification, and business need, regardless of age, gender, nationality, or background. We operate in full compliance with global aviation recruitment regulations.
#J-18808-Ljbffr