Job Description

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: HX754CategoryBusiness Relationship ManagementJob typeFull TimeEmployment levelMiddle ManagementWork LocationOn PremisesEmployer industryAviationLanguagesEnglish

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