1.         JOB PURPOSE

To drive revenue growth, profitability, and market share for DHL Aviation Cargo Sales (ACS) in Kuwait through the development and execution of strategic sales initiatives. The role is responsible for managing customer relationships, identifying new business opportunities, maintaining existing accounts, and ensuring that customer requirements are fully supported through close coordination with operational and regional ACS teams.

The ACS Sales Manager is accountable for achieving commercial targets, expanding the ACS customer portfolio, and delivering exceptional customer experience while maximizing aircraft capacity utilization and profitability.

2.        PRINCIPAL ACCOUNTABILITIES

• Develop and implement the ACS sales strategy for Kuwait in line with regional and global ACS objectives.
• Achieve and exceed revenue, volume, yield, and profitability targets through effective sales planning and execution.
• Identify, secure, and develop new ACS business opportunities within registered freight forwarders: consolidators, logistics providers, and key cargo customers.
• Manage and grow existing customer portfolios through regular customer engagement, business reviews, and solution-based selling.
• Build strong relationships with external customers and key decision-makers to ensure customer retention and long-term business growth.
• Work closely with ACS Capacity Management, Operations, Gateway, and MENA ACS teams to optimize capacity utilization and maximize commercial opportunities.
• Monitor market trends, competitor activities, and customer requirements to develop appropriate commercial responses and pricing strategies.
• Prepare, negotiate, and manage customer quotations, agreements, and commercial proposals in accordance with company guidelines.
• Ensure customer inquiries, quotations, and service issues are responded to promptly and professionally.
• Maintain accurate sales pipeline management, customer records, forecasting, and reporting through approved sales systems and CRM tools.
• Participate in customer visits, industry events, and business development activities to promote DHL ACS services.
• Support network optimization initiatives and contribute to improving customer satisfaction and operational efficiency.
• Ensure compliance with DHL policies, commercial procedures, aviation regulations, and security requirements.
• DSO management

3. NATURE AND SCOPE

a) Context

The ACS Sales Executive is responsible for driving the commercial success of DHL Aviation Cargo Sales within Kuwait. The role requires a balance between strategic business development and day-to-day account management while coordinating closely with operations, capacity management, and regional ACS teams.

 The position plays a critical role in maximizing available network capacity, increasing revenue generation, and ensuring customers receive reliable and competitive ACS solutions

b) Reporting Relationships

  Direct Line Manager: Commercial Director Kuwait

• Functional Relationships: ACS MENA Team

• ACS Capacity Management

• ACS Worldwide Offices

• Country ACS Teams

• Gateway and Operations Teams

• Aviation Management

• Customer Service Teams

c) Contacts

a. Internal

• ACS MENA Management

• ACS Capacity Management Team

• Country Management

• Sales and Commercial Teams

• Gateway Operations

• Freight Desk

• Customer Service Department

b. External

• Freight Forwarders

• Logistics Providers

• Consolidators

• Ground Handling Agents

• Industry Stakeholders

d) Problem Solving

• Resolve customer service and operational challenges impacting cargo movement.

• Identify alternative routing and capacity solutions during disruptions.

• Address commercial and pricing issues while maintaining profitability.

• Balance customer requirements against operational constraints and network limitations.

• Develop creative solutions to secure new business and retain existing accounts.

e) Decision Making

The role requires independent judgment in:

• Business development and customer acquisition activities.

• Pricing recommendations and commercial negotiations within delegated authority.

• Customer prioritization and opportunity management.

• Escalation of operational and commercial issues.

• Capacity allocation recommendations to maximize revenue opportunities.

f) Planning and Organization

• Develop annual sales plans and business development strategies.

• Maintain an active sales pipeline and account management schedule.

• Conduct regular customer visits and business reviews.

• Coordinate with regional and operational stakeholders to support commercial objectives.

• Monitor sales performance and implement corrective actions where required.

g) Job Challenge

• Achieving revenue and volume targets within highly competitive market conditions.

• Balancing customer demands with network and capacity limitations.

• Managing multiple customer opportunities simultaneously.

• Responding effectively to market fluctuations and competitor actions.

• Delivering commercial growth while maintaining operational excellence and customer satisfaction.

• Operating under time-sensitive conditions that require proactive and reactive decision-making.

4. KNOWLEDGE, SKILLS & EXPERIENCE

 Experience

• Minimum 5 years' experience in air cargo, airline, freight forwarding, aviation logistics, or cargo sales.

• Proven track record in business development and account management.

• Experience within international logistics, airline cargo, or express industry preferred.

• Strong commercial negotiation and relationship management experience.

• Strong sales and business development capabilities.

• Excellent negotiation and influencing skills.

• Strong customer relationship management skills.

• Commercial acumen with strong analytical abilities.

• Excellent verbal and written communication skills.

• Ability to work under pressure and manage multiple priorities.

• Strong presentation and reporting skills.

• Proficient in Microsoft Office applications and CRM systems.

Qualifications

• Bachelor’s degree in business, Logistics, Supply Chain, Aviation Management

• Professional sales or logistics qualifications advantageous.

Languages

• Fluent in English (written and verbal).

• Arabic language skills would be an advantage.

5. DIMENSIONS

• Responsible for delivering Kuwait ACS revenue and volume targets.

• Manage and develop a portfolio of key ACS customers.

• Generate new business opportunities and secure additional market share.

• Conduct regular customer meetings, business reviews, and sales presentations.

• Maintain accurate sales forecasting and reporting.

• Support network capacity optimization through effective commercial planning.

• Contribute to customer retention and profitability objectives.

• DSO