Sales and Business Development Executive CAREERS : APPLY NOW FOTHE LATEST VACNCIES

The aviation and logistics industry continues to play a critical role in global trade, connectivity, and economic growth. Within this sector, dnata has established itself as one of the world’s leading air and travel services providers, delivering a broad portfolio of solutions across ground handling, cargo operations, travel services, catering, and retail. Operating at more than 130 airports in over 34 countries across six continents, dnata supports airlines, freight forwarders, and logistics partners with reliable, scalable, and innovative service offerings.

As part of its continued expansion within the cargo sector, dnata is seeking experienced professionals for the role of Sales and Business Development Executive – Cargo, based in Dubai. This position plays a strategic role in driving freight revenue growth, strengthening market presence, and positioning dnata Cargo as a comprehensive, end-to-end service provider within the region.

The role focuses on promoting and selling cargo products, logistics solutions, and value-added services to freight forwarders, cargo agents, airlines, and third-party logistics providers. A strong commercial mindset is essential, with an emphasis on identifying opportunities that enhance market penetration and maximize revenue performance. The position requires a balance of strategic planning, operational coordination, and relationship management across domestic and international markets.

Planning responsibilities form a key foundation of the role. Annual sales targets are implemented in alignment with overall cargo business objectives, supported by structured promotional action plans. Recommendations relating to sales strategy, pricing, and market development are prepared for review by senior commercial leadership. Active involvement in shaping sales and marketing initiatives ensures alignment with product offerings, customer needs, and evolving market conditions.

Sales and marketing strategies are developed with a focus on cargo products and solutions, ground handling agents, airlines, freight forwarders, and logistics operators within the UAE and overseas markets. These strategies are designed to support sustainable growth, optimize route performance, and strengthen dnata Cargo’s competitive positioning across key trade lanes.

Execution responsibilities require close adherence to safety, quality, and environmental management standards. All activities are conducted in compliance with established policies, procedures, and regulatory requirements to ensure a safe and efficient working environment. Day-to-day operational tasks are carried out in line with defined service standards, ensuring consistency and reliability across customer engagements.

Continuous improvement is a core expectation of the role. Sales and operational processes are reviewed regularly to identify opportunities for efficiency enhancement, cost optimization, and productivity improvement. Insights gained from performance analysis contribute to system enhancements and improved commercial outcomes.

Client engagement represents a significant component of the position. Regular meetings and joint sales calls are conducted with airline representatives and Calogi customers to maintain strong commercial relationships and ensure adequate customer coverage. A structured “basket airlines” approach is used to introduce clients to a wide range of transport solutions, supporting the operation of freighter services and facilitating large-volume ad hoc export movements.

Collaboration with internal sales support teams and operational departments is essential for success. Close coordination enables timely identification of sales leads, effective follow-up, and accurate communication of airline rates and capacity updates. This integrated approach supports service delivery and enhances customer confidence.

The role also requires strong analytical capability. Cargo volume trends, revenue performance, yield metrics, and seasonal variations are monitored and compiled into structured reports. Business performance and growth potential are assessed to support recommendations on customer credit limits and commercial risk management. Lost sales opportunities are reviewed to identify root causes and propose corrective actions that improve conversion rates.

Relationship management extends beyond customers to include principal airline partners. Ongoing engagement ensures timely exchange of information, including schedule changes and capacity updates, allowing customer requirements to be addressed proactively. Strong stakeholder relationships support operational alignment and long-term partnership development.

Sales strategies and new product initiatives are actively promoted within the logistics and cargo community through meetings, telesales activities, and targeted communications. These efforts aim to increase market awareness of dnata Cargo’s service offerings, pricing structures, and quality standards, strengthening brand visibility and industry engagement.

Customer service excellence remains a priority. Client concerns and grievances are managed through structured service recovery processes, including investigation, corrective action, and follow-up. Effective resolution supports repeat business, strengthens trust, and reinforces dnata’s reputation for reliability.

Additional responsibilities include the controlled release of airway bill stocks to freight forwarders, follow-up on revenue settlements, and coordination on outstanding payments. Sales performance data is analyzed against revenue targets and marketing plans, with findings used to support informed management decisions.

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Market intelligence gathering is another critical aspect of the role. Relationships are maintained with key stakeholders such as airlines, operators, charter providers, brokers, and airport authorities to gain insights into competitor strategies, capacity developments, and market trends. This intelligence supports proactive planning and competitive positioning.

To be considered for the position, candidates must hold a bachelor’s degree in Business Administration, Sales, Marketing, or a related field, combined with relevant experience in cargo or logistics operations. A minimum of four to six years of experience within an airline or General Sales Agent (GSA) sales environment is required. Strong knowledge of airline cargo rating structures, data analysis, and commercial reporting is essential.

Proficiency in IT systems and computer applications is expected, along with strong planning, organizational, communication, and negotiation skills. A high level of safety awareness and professional conduct is required, supported by strong English language proficiency.

dnata operates as part of a global workforce exceeding 40,000 professionals across more than 80 countries. Continued growth across aviation and logistics services creates opportunities for individuals with creativity, commercial acumen, and a commitment to excellence to contribute to ongoing success.

The position offers the opportunity to be based in Dubai, supported by a competitive tax-free salary and a comprehensive benefits package aligned with the aviation industry. Benefits include travel privileges and exclusive discounts on flights and hotel accommodations worldwide. Additional insights into employee benefits, workplace culture, and lifestyle in Dubai are available through the Emirates Group careers platform.

This role presents a career pathway within a fast-paced, globally connected organization operating at the forefront of air cargo and logistics services.

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