Director Strategic Alliances & Market Development

Task Responsibilities:

Main purpose of the role:

• Leads the alliances activities globally and provides additional sales opportunities to the Cargolux Sales organization and to network planning based on market intelligence information
• Managing the interline department
• He/she has the responsibility over a proactive route development for existing markets and potential future markets in concert with Commercial Planning and other Sales functions
• He/she identifies trends or potential new markets and coordinates the implementation of new markets with all concerned departments/stations
• He/she supports the SVP Commercial Planning in the activities of widening the Company’s global presence and strengthening its business position via Alliance partners 

Reports to Senior Vice-President Commercial Planning

Market Development

• Actively searching and identifying new potential markets and reviewing existing markets utilising existing tools in Network department and Business Intelligence and look also for state of the art software supporting the martket intelligence activities
• Support the stations in regards to market development activities.
• Support SVP Commercial Planning in internal strategic matters.
• Research and analysis of the air cargo market and monitor overall markets trends for review by senior management of Cargolux
• Market research and support decision-making process for network changes and entering new markets:
• By implementing network thinking and combining project
• By coordinating the implementation of new markets with all concerned departments/stations
• Follow up on actual routes results vs forecasted volumes / yields and market dynamics

 Alliances Management

• Steer, develop and manage alliances globally and be focal point of contact for Cargolux’s alliances partners
• lead projects on new routes via a shared risk model, Block Space Agreements types of cooperation, code share operations,
• Generate additional opportunities for Cargolux network
• Communicate and promote alliance options to all internal departments concerned
• Internal process alignment to achieve efficiency gains
• Primary company contact regarding issues for airline partners, IATA and internal departments
• Follow Commercial development of the Company, create opportunities with other airlines and evaluate its economic returns in coordination with all commercial departments

Interline

• Supporting the SVP Commercial Planning in developing the interline strategy
• Ensuring adherence to Compliance policies in developing and managing the interline partnership
• Maintaining Interline contract management & development  
• Communicating and promoting interline options to internal departments
• Acting as the primary contact regarding interline issues for airline partners, IATA and internal departments
• Coordinating billing methods and processes
• Reporting interline flows on a monthly basis

Essential Requirements For The Position:

• Bachelor/Master degree in Aviation Management or another relevant field, ideally holds a Master degree in the field of Logistics, business administration or supply chain management
• At least 10 years of managerial experience within the air cargo industry with a major airline, forwarder or broker
• Profound knowledge of the dynamics in the air cargo market, forwarding and logistical concepts in supply chain management
• Results oriented and solution driven with good analytical, problem solving and decision making skills
• Strategic mindset and problem solving capabilities
• Strong communication, intercultural and negotiation skills combined with the ability to interact with stakeholders (internal/external) from diverse cultural backgrounds
• Ability to work independently and lead a team of experts
• Fluency in written and spoken English, any additional language will be an advantage
• Proficiency in MS Office (Word, Excel, Powerpoint and Outlook), SAP BW, MS PowerBI, CRM MS Dynamics and industry market databases

Working Conditions:

• A Certificate of good conduct (Casier judiciaire, Polizeiliches Führungszeugnis) will be required in case of positive selection
• Position based in Luxembourg
• Travel required within the entire Cargolux network