Sarah Macfarlane

Questioner
DISC Type : c

Chief Executive Officer at AIA Cargo

Shepperton, England, United Kingdom

Overview

Sarah Macfarlane is the Chief Executive Officer at AIA Cargo, leveraging over two decades of experience in the aviation sector. Her career is built on enhancing airline management, sales performance, and operational excellence. She was recognized for her significant industry impact by being named "Executive of the Year" in 2023.

Beyond her professional achievements, Sarah is family-oriented and often shares her pride in being an aunt. She cultivates a strong sense of community and support within her work team, frequently celebrating their collective successes and fostering a positive environment.

In a significant career highlight, Sarah was named "Executive of the Year" at the prestigious World Air Cargo Awards in 2023.

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

Executive Leadership
After a long and successful tenure, she was promoted to CEO, where she applies her extensive experience in commercial strategy and airline management.
Team Culture
She consistently expresses pride in her "amazing team" and focuses on creating a friendly, supportive work environment, indicating team culture is a high priority.
Customer Satisfaction
A core tenet of her professional philosophy is a commitment to elevating customer service standards and achieving industry-leading levels of client satisfaction.

Media Appearances

AIA Cargo promotes Macfarlane to CEO role. Featured in Air Cargo News

See Now

Sarah Macfarlane appointed CEO of AIA Cargo. Featured in Full Avenue News

See Now

Work History

1-2026
Chief Executive Officer at AIA Cargo
8-2025 - 1-2026
VP Cargo Sales & Services at AIA Cargo
9-2024 - 7-2025
Commercial Manager at APG Cargo UK
4-2011 - 3-2024
UK Country Manager at Airbridge International Agencies Ltd
8-2005 - 3-2011
Sales Manager at ANA Aviation

Education

Sarah has no verified education history

More Information

Social Presence :

Prographics :

Exp : 27 Location : Shepperton, England, United Kingdom Job Level : Leadership Designation : Chief Executive Officer at AIA Cargo
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Insights For Selling To Sarah

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sarah is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sarah

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sarah move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sarah take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Sarah

Personality Compatibility


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