Manager Commercial Aero

JOB PURPOSE

This business development position is one of the most important positions for BD initiatives e.g. Cargo Airline Marketing & acquire new Airline customers.

Cargo Airline Development: Identifying new potential Trunk/Feeder Routes, Identifying Airline partner, building Airline Route Profitability Business Case including development of incentive packages, Engagement with the Airline Board/HQ to partner and develop the lane. Marketing of Airlines/Routes/Products, Increasing Frequency/Capacity/Gauge and Revenue enhancement and management to develop a Logistics Hub

ORGANISATION CHART

KEY ACCOUNTABILITIES

Accountabilities : Cargo Airline Marketing: Increase International & Domestic connectivity by inviting new Airlines to operate/increase frequencies from RGIA. Prepare a business case for the airlines highlighting the USPs of RGIA, Cost benefit analysis etc. leading to a win-win proposal. Follow up with the local, regional & global offices of the airlines towards commencement of frequencies  
Cargo Airline Marketing to attract freighter airlines into RGIA. Identifying new potential Routes, Identifying Airline partner, building Airline Route Profitability Business Case including development of incentive packages, Engagement with the Airline Board/HQ to partner and develop the lane
Cargo Business: Increasing Cargo through-put, Revenue generation and Operational efficiency of Cargo Terminal. Working with Airlines, Freight Forwarders, Clients and other stakeholders by ensuring arrest of leakage of Cargo to other ports, Diversion of Cargo from other catchment areas to RGIA, launch of Air Freight Stations and Road Feeder Services. Working on unique & innovative solutions for customers making RGIA the preferred destination for the trade community. Working closely with the terminal operations, identify benchmarking operation practices and ensure best practices followed in the cargo handling. Identify improvement areas in process flow of cargo, leading to dwell time efficiency of both Import & Export Cargo leading to a user friendly terminal. 

GMR International Free Trade Zone (GIFTZ) Development: Identify prospective clients for GIFTZ, follow up with the prospective clients, prepare business proposals, initiate discussions & negotiations and close the business. Keep updated about the regulatory requirements for operating of GIFTZ. Assist clients in obtaining necessary approvals for the GIFTZ. Business Planning for Multi-User Processing Zone at GIFTZ

Work with the team towards realizing the vision of RGIA as “The Logistic Hub of India”

Integrator Business Development: Work towards setting up an Integrator hub at RGIA. Attracting major Integrators & Express operators, both Domestic & International in setting up operations at RGIA. Work on setting up an International Express Terminal at RGIA, Perishable Terminal.

Receivables Management
Stakeholder Management: Initiating and managing excellent relationships with all the stakeholders of the airport such as Customs and other regulatory bodies, Airlines, Logistics & Trading communities, JVs, Transportation and Road Feeder Service networks towards facilitating business.   Promote Business & Marketing Activities
•    Conduct Roadshows, Customer Meets, VOCs etc….

Support :
•    Preparation of AOP and monitoring of AOP Performance parameters
•    Research information/Data, analyze and Tabulate results, present them in report or presentation form
•    Data/Competitor analysis
•    Assist the Business leadership in the preparation and analysis of Business Plans/New Initiatives projects
•    Ensure comprehensive compliances for all the businesses on Regulatory, Health & Safety, Environment and Legal matters related to Ministry of Civil Aviation, Ministry of Finance, Ministry of Commerce, Bureau of Civil Aviation Security, DGCA, Immigration, Customs, CISF and other regulatory bodies.
•    Top management Review presentations.
Global Marketing Initiatives: Press Articles, Advertisements in leading publications, organization of Seminars, Trade events, newsletter, Take up operational initiatives to increase efficiency of the cargo terminal, introduction of new products as per inputs from stakeholders.

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

• External - Roles  you need to interact with outside the organization to enable success in your day to day work
  Customs,AQ,PQ  and other Regulatory Bodies
  Auditors
  Airlines
  Freight Forwarders, CHA’s
  Exporter, Importer, Trader etc.
  Regulatory / Government Agencies
  Logistics & International Trading Communities
  Transportation & Road feeder services
  Trade Bodies – ACAAI, DCCAI, TIACA, ACFI, CBA etc..
•  

INTERNAL INTERACTIONS

Internal - Roles you need to interact with inside the organization to enable success in your day to day work
All Departments of GHIAL such as Legal / Finance / Procurement / P&E / Projects / ARFF etc.
HMACPL

FINANCIAL DIMENSIONS

Rs 700 crores Dept. Revenue

OTHER DIMENSIONS

Team of 1

EDUCATION QUALIFICATIONS

·         MBA/Post Graduate in Marketing/International Trade/Finance/ operations from reputed B-Schools

RELEVANT EXPERIENCE

·         Up to 10 years’ of B2B sales/Business Development experience /Cargo Airline Marketing.

COMPETENCIES