Cargo - Global Account Manager

Job Description

The successful candidate will join the Global Sales section within Cargo Sales & Marketing Department in SIA Cargo Division to manage global and regional Forwarder partners under the various Preferred Partnership Programs.  He/She will have to formulate and negotiate incentive agreements with forwarder partners, establish the right rate levels during forwarders' RFP (Request For Proposal) exercises as well as manage vendors on digitalisation initiatives and successfully implement digitalisation initiatives and projects.

Key Responsibilities

Partnership Programs

• Conceptualize the Global Partnership Programs targeting key multinational forwarders.
• Negotiate incentive programs with the aim to secure buy-in and generate support from the partners.
• Implement the Global Partnership Program and getting buy-in internally from our stations to support the program to jointly achieve improved revenue performance.
• Nurture partnerships with key personnel of the forwarders to promote joint business development.
• Coordinate RFP exercises between partners and overseas stations; and provide an escalation channel to address operational issues.
• Manage and resolve conflict between forwarder partners and our stations at local level and regional level.

Digitalization Initiatives

• Oversee the development of Digitalization Initiatives (e.g. Sales Force Mobility, Tableau dashboards, Partners Portal) for sales teams and manage stakeholders to achieve project objectives.
• Constant engagement and review of business processes with users to identify and evaluate business requirements for project enhancements.
• Manage the implementation of system enhancements with ITD and relevant stakeholders.
• Lead Change Management activities and provide training and support for users to drive adoption.
• Identify and measure success metrics including tracking progress with users.
• Handle UAT activities to support implementation of new functions and bug fixes.
• Provide administrative support such as documenting business requirements, reporting project progress, creating user manuals and handling data migration

Requirements

• University degree, preferably with aviation industry experience or business development experience
• Technical Skills and Knowledge – Good analytical skills and comfortable with digitalisation tools. Prior experience in logistics preferable in an air freight related organization is an added advantage.
• Project Management skills. 
• Personal Characteristics and Behavior – Independent and self-starter with good communication and interpersonal skills; a team player who is able to motivate his/her peers.
• Confident and has the ability to communicate and relate with people of diverse background.
• Ability to manage and negotiate with very senior level executives (both in ranks and age) of the freight forwarding industry.
• Strong business acumen.
• Business tenacity.