Head of Cargo – Commercial & Operations

Overview

Dubai, United Arab Emirates

Job Purpose

Strategic Leadership

• Develop and execute Kam Air’s global cargo strategy in line with the airline’s overall
• commercial objectives.
• Establish short-term and long-term business plans to drive cargo revenue growth and
• profitability across the network.
• Identify new market opportunities, trade lanes, cargo products, and revenue streams.
• Lead the development of cargo policies, procedures, and performance standards.
• Drive continuous improvement initiatives across all cargo functions.

Revenue Management & Commercial Performance

• Assume full responsibility and accountability for cargo revenue, profitability, and
• performance targets across the Kam Air network.
• Develop and implement pricing strategies to maximize revenue and market share.
• Monitor market trends, competitor activities, and industry developments to maintain
• competitive positioning.
• Negotiate commercial agreements with freight forwarders, cargo agents, GSSAs,
• logistics providers, integrators, and airline partners.
• Develop and manage strategic customer relationships to secure long-term business.
• Monitor route performance and identify opportunities to optimize cargo capacity
• utilization.
• Lead cargo sales activities across all stations and markets served by Kam Air.

Cargo Business Development

• Expand Kam Air's cargo footprint through the development of new customers,
• partnerships, and strategic alliances.
• Evaluate opportunities for interline, SPA, trucking, and cargo cooperation agreements.
• Develop specialized cargo products including:
• o General Cargo
• o Express Cargo
• o E-commerce Cargo
• o Courier Shipments
• o Pharmaceutical Cargo
• o Dangerous Goods
• o Valuable Cargo
• o Perishable Cargo
• o Humanitarian and Relief Cargo
• Promote Kam Air’s cargo capabilities throughout regional and international markets.

Cargo Operations Management

• Oversee cargo operations throughout the network to ensure efficiency, compliance,
• and service excellence.
• Coordinate with ground handling agents, cargo terminal operators, and service
• providers to maintain operational standards.
• Ensure compliance with all applicable regulatory, customs, security, safety, and airline

requirements

• .
• Monitor service delivery and implement corrective actions where required.
• Establish and maintain cargo operational procedures and performance benchmarks.

Customer & Stakeholder Management

• Build and maintain strong relationships with key cargo customers and stakeholders.
• Ensure timely resolution of customer concerns and operational issues.
• Conduct regular business reviews with major customers and partners.
• Represent Kam Air at industry events, conferences, trade fairs, and cargo forums.

Financial Management

• Prepare and manage annual cargo revenue and expenditure budgets.
• Monitor financial performance and implement initiatives to improve profitability.
• Ensure effective cost management across all cargo activities.
• Provide regular performance reports, forecasts, and business updates to senior
• management.

Team Leadership

• Lead, motivate, and develop Kam Air's cargo sales and cargo operations teams.
• Establish clear performance objectives and accountability measures.
• Recruit, train, mentor, and retain high-performing cargo professionals.
• Foster a performance-driven and customer-focused culture throughout the cargo
• organization.

Governance & Compliance

• Ensure full compliance with IATA, ICAO, customs, aviation security, dangerous goods,
• and local regulatory requirements.
• Maintain high standards of corporate governance and ethical business conduct.
• Develop risk mitigation strategies related to cargo operations and commercial
• activities.

Principal Accountabilities

• Deliver annual cargo revenue and profitability targets.
• Increase cargo market share across Kam Air's network.
• Develop and implement cargo growth strategies.
• Ensure efficient cargo operations and service delivery.
• Build and maintain strategic relationships with major cargo customers and partners.
• Manage cargo budgets and financial performance.
• Lead network-wide cargo sales and operational teams.
• Drive continuous improvement and innovation within the cargo business.
• Provide regular strategic and operational reports to executive management.
• Act as the airline's senior representative for all cargo-related matters.

Education

• Bachelor's Degree in Business Administration, Aviation Management, Logistics, Supply
• Chain Management, Marketing, or a related discipline.
• Master's Degree or MBA will be considered an advantage.

Experience

• Minimum 10 years of progressive experience in air cargo, aviation commercial
• management, freight forwarding, logistics, or airline cargo operations.
• Minimum 5 years in a senior cargo leadership role with revenue responsibility.
• Proven track record in cargo sales, business development, revenue generation, and
• operational management.
• Experience managing international cargo networks and multi-country operations.
• Strong understanding of airline cargo systems, cargo handling processes, and industry
• regulations.

& Competencies

• Strategic Leadership
• Commercial and Financial Acumen
• Revenue Management

• Cargo Sales & Marketing

• Contract Negotiation
• Business Development

• Analytical & Problem-Solving Skills

• Operational Excellence

• Strong Communication & Presentation Skills

• Ability to work under pressure and meet demanding business objectives
• Excellent command of written and spoken English

• Cargo Revenue Achievement

• Cargo Profitability

• Cargo Load Factor Performance

• Customer Retention and Satisfaction

• New Business Acquisition

• Yield Improvement
• Operational Performance and Service Quality
• Budget Compliance
• Team Performance and Development

• Chief Commercial Officer (CCO)

• Commercial Director
• Revenue Management
• Network Planning
• Flight Operations
• Ground Operations
• Finance Department
• Procurement Department

Key External Interactions

• Freight Forwarders
• Cargo Agents

• Ground Handling Companies

• Customs Authorities
• Airport Authorities
• Logistics Providers
• Integrators
• Interline and Airline Partners
• Government Agencies
• Industry Associations