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Cargo Manager - Kuala Lumpur

  • Cargo Operations
  • Penang, Malaysia
  • Cathay Pacific
  • Application Deadline

Reports to: Area Cargo Manager
Department: Cargo (CGO)


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
  • Build a strong and motivated team, ensuring the right organisational structure and the right people are in place to foster positive team spirit and facilitate teamwork
  • Supervise and mentor direct reports, encouraging effective collaboration
  • Demonstrate leadership and lead by example in accordance with Cathay’s core values
  • Develop employees with high potential and identify learning opportunities to ensure appropriate training and development
  • Maintain active and ongoing dialogue in relation to employee goals and individual performance
  • Actively engage with employees to enhance communication and their understanding of department goals
  • Support the People Managers to design and conduct internal development programmes including succession planning as appropriate ensuring alignment with Head Office direction
  • Enhance the employee experience in line with the role level and the internal brand promise


Safety and Regulatory Compliance

  • Conform to the required safety and security standards achieving all company, local, international aviation, authority and legal requirements
  • Make timely or overriding decisions on operations to improve efficiency and comply with safety and security mandates
  • Develop and promote a culture of zero tolerance on safety and security incidents
  • Ensure that all incidents are fully investigated with remedial actions to eliminate, isolate or minimise the cause to prevent recurrence
  • Ensure that the Safety Management System is implemented and is constantly maintained
  • Undertake an Emergency and Accident role, as determined by Company policy, and ensure the Emergency and Accident plans are in place 


Service Delivery and Excellence

  • Lead the local teams to provide excellent and consistent services to customers
  • Develop and implement action plans to improve operational performance
  • Ensure Ground Handling Agents and General Sales Agents perform according to agreed standards
  • Conduct regular meetings with service providers to review service performance and deficiencies and come up with remedial measures to drive for improvement in a timely and effective manner
  • Maintain an overview of adherence to handling processes and procedures and ensure that measureable improvements are made both in processes and adherence
  • Review port audit reports and ensure action is taken in a timely manner
  • Actively support the achievement of the On Time Performance target for freighters
  • As required, lead new port set up and supplier changes and ensure the timeline from supplier selection process to project ends are met


Operational Duty Holder (if applicable)

  • This position is the Operational Duty Holder of port XXX and has a formal business relationship with the Functional Duty Holder of applicable services and must understand the process of risk escalation to the Functional Duty Holder (GM CSD).
  • This position is the Remote Operational Duty Holder of port XXX (if Remote ODH applies) and has a formal business relationship with the Functional Duty Holder of applicable services and must understand the process of risk escalation to the Functional Duty Holder (GM CSD).
  • This position is the Operational Duty Holder Delegate of port XXX (if ODH Delegate applies).
  • To fulfil the detailed Cargo Operational Duty Holder responsibilities, for Cathay Pacific and Cathay Dragon, as per the requirements of the “Best Practice for Cargo Operation Duty Holder - Port” documented in IntraCX/Dragonet Cargo Team Site.
  • Be accountable at an operational level for the safe operation of services, including those services which are contracted to others
  • Maintain day to day responsibility for managing operational performance, including the performance of suppliers who are contracted to deliver services to ensure that:
  • there is full compliance with quality standards and regulatory requirements
  • procedures and instructions are followed
  • the service is delivered in accordance with contracted terms


E & A

  • 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

Key Competencies

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

Application deadline: 1 January 2021

Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful. All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer.

Apply now