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Cargo Manager

  • CGO - Cargo Commercial
  • Manila, Philippines
  • Cathay Pacific
  • Application Deadline
    15 Jun 2022
Role Introduction

To lead a cargo team to execute the cargo commercial strategies in order to surpass revenue targets and commercial Key Performance Indicators and drive service standards whilst ensuring absolute compliance with safety and operational standards.

Key Responsibilities

Revenue Generation

  • Lead the local team to achieve an annual revenue budget and to implement the Cargo Business Plan in alignment with Head Office / Regional / Area cargo strategies and specified Key Performance Indicators
  • Set and execute local sales plans to generate revenue, balancing short-term and long-term revenue goals in terms of market share, yield, and agency distribution breadth
  • Conduct regular reviews of revenue performance and lead the sales teams to take actions where revenue is behind budget
  • Lead the team to hunt for new revenue streams, for example new routes, new frequencies, ancillary charges
  • Generate revenue with perspective of sales channels, product sales and offline sales development
  • Lead the team to provide superb sales customer service in all customer touch points so as to drive premium selling rates and regular business
  • Negotiate and execute sales contracts

Bridging Head Office / Regional Office and Local Sales Teams

  • Ensure commercial and service directives from Head Office / Regional Office / Area Office, where applicable, are cascaded individual team members
  • Provide regular updates to Head Office / Regional / Area teams on key local cargo market information and changes of competitive landscape

Efficiency Improvement

  • Conduct regular reviews of commercial and operational work processes to continuously drive efficiency improvement to benefit customers and the Company
  • Maintain oversight of port manpower requirements to increase productivity and service provision where possible
  • Manage the commercial cost of sales with an appropriate balance between revenue increases against required costs
  • Ensure that programmes are in place to support e-initiatives to drive penetration of e-Bookings, e-AWB, e-freight shipments and other Agent Self-Service functions

Financial Risk Management

  • Manage credit risks with reference to relevant internal guidelines / IATA local financial criteria where applicable

Partnerships and External Liaisons

  • Develop and maintain positive relationships with local Civil Aviation Department and various applicable regulatory bodies to enhance the overall interests of the Company
  • Establish and manage relationships with shippers, key industry and trade partners and associations so that Company interests are well represented
  • Confer recognition on, and earn the loyalty of our highest value customers, including Cargo Clan Elite members

People Development and Performance Management

  • Lead, support and encourage own team to achieve success

Safety and Regulatory Compliance

  • Conform to the required safety and security standards achieving all company, local, international aviation, authority and legal requirements

Service Delivery and Excellence

  • Lead the local teams to provide excellent and consistent services to customers

Operational Duty Holder (if applicable)


  • Emergency and Accident and Crisis Response responsibilities as required

Academic qualifications

  • University degree (or tertiary equivalent) preferably with a logistics, sales and marketing or business discipline

Knowledge, skills, training and experience

  • Minimum 8 years’ experience in cargo, airline or related industry, of which at least 4 years is in a management role
  • Knowledge of, and experience in the cargo/freight forwarding environment is a distinct advantage
  • Proven success in building, maintaining and leading a team with sales and operation functions
  • Established track record in meeting or exceeding sales and revenue targets
  • Demonstrable ability in successful business relationship building
  • Strong people and problem-solving skills
  • Leads, embraces and adapts to constant change


  • Commercial Acumen
  • Accountability
  • Continuous Improvement and Innovation
  • Interpersonal Effectiveness
  • Leading and Developing Teams
  • Developing and Recognising Others
Apply now