Our client is looking for a Business Development Manager, coming from the Cargo field, to join their growing team. Reporting to the Head of Network Planning, Alliances & Revenue Management, the chosen candidate will:
- Identify, qualify, and actively engage high-potential freight forwarders, integrators, and direct shippers.
- Lead and support the onboarding of strategic customers in new and emerging cargo markets.
- Build, nurture, and sustain long-term customer partnerships to support successful launches of new lanes, routes, and cargo services.
- Collaborate with Sales to tailor commercial offerings and strengthen market differentiation aligned to customer requirements.
- Act as a customer advocate to drive service improvements, contract continuity, and expanded business opportunities.
- Conduct market mapping of General Sales Agents (GSAs) and customers to assess tonnage demand, network fit, and yield potential in target markets.
- Deliver actionable commercial intelligence including market analysis, customer trends, competitive insights, and qualified lead pipelines.
- Support Sales teams with RFQs, strategic tender responses, commercial bids, and high-value customer engagements.
- Partner closely with Revenue Management to align pricing strategies and capacity planning with market-driven windows of opportunity.
- Drive cross-functional commercial alignment to optimize revenue outcomes, uplift yields, and support scalable market entry.
- Design and launch value-added cargo solutions including express products, industry-focused vertical offerings, and enhanced last-mile delivery services.
- Translate market research and customer feedback into product features, commercial propositions, and continuous service enhancements.
- Support the implementation and adoption of digital cargo tools such as e-booking platforms, real-time shipment tracking, and electronic air waybill (eAWB) integrations.
- Support product evaluations to ensure feasibility, digital interoperability, and alignment with existing cargo infrastructure and commercial network.
- Contribute to digital product roadmaps by strengthening user experience, customer adoption, and commercial performance.
Requirements
- Self-starter with a strategic mindset and the ability to execute with speed and precision.
- Teamwork ability.
- Work under pressure.
- Order and organization abilities.
Education and Experience
- 5+ years of experience in business development, key account management, or commercial roles in air cargo, logistics, or freight forwarding
- Strong commercial acumen with a deep understanding of cargo sales cycles and customer dynamics
- Experience with RFQs, pricing strategy, and digital product enablement.
- Excellent communication, negotiation, and stakeholder engagement skills, and recent experience.
- High-level English required and high interpersonal communication.
- Must be willing to travel.
- Minimum requirement: BA in Economy/ Industrial Engineer or equivalent degree in relevant subject.
Job Reference: HX754
