Joint Business Agreement Manager – Cargo

About the role

The Joint Business Agreement (JBA) Manager – Cargo will lead Etihad Airways’ cargo team in Shenzhen, driving the commercial strategy for the JBA partnership with SF Airlines. The role focuses on maximizing revenue, load factor and product mix across the Shenzhen and Ezhou markets while ensuring safety, security and operational compliance.

Key responsibilities

• Implement Etihad’s JBA cargo commercial strategy in the assigned market and achieve budgeted targets.
• Lead, coach and performance‑manage the local sales, reservations and customer‑service teams.
• Develop and execute route and account plans to optimise revenue, yield and load factor.
• Negotiate and manage a portfolio of customer contracts in line with Etihad’s segmentation model.
• Maintain and grow relationships with global, regional and local key accounts.
• Monitor sales costs, measure Salesforce effectiveness and drive improvements.
• Provide market intelligence to headquarters and act on identified opportunities or obstacles.
• Ensure compliance with safety, security, quality, health and environmental standards.
• Support implementation of iCargo, self‑service booking tools and e‑Airway Bill solutions.

Required profile

• Minimum diploma (2+ years of higher education).
• At least 7 years of experience in the Mainland China cargo market, with a strong customer base.
• Minimum 2 years in a management role overseeing sales or operations.
• Fluent in written and spoken English and Chinese.
• Strong commercial analysis capability and basic knowledge of GHA/warehouse handling.

Required skills

• Salesforce (experience using the platform for sales performance tracking).