Air freight - Associate / Sr Associate

Key Responsibilities

Business Development & New Customer Pipeline
Build and maintain a robust pipeline of new customers for Air Freight Import & Export business.
Identify, qualify, and acquire MSME, Enterprise, E-commerce businesses
Manage the complete sales cycle from lead generation to closure and onboarding.
Achieve monthly, quarterly, and annual revenue and gross margin targets
Pricing & Cross-functional Coordination
Coordinate with pricing, operations, customer service, customs, and overseas agents to provide competitive and timely solutions.
Negotiate freight rates and commercial terms with customers while ensuring profitability.
Ensure smooth execution of shipments and timely resolution of customer issues.
Market Intelligence
Monitor market trends, air freight rates, airline capacity, competitor activities, and customer buying patterns
Identify new trade lanes, industry verticals, and emerging business opportunities
Gather customer and competitor intelligence to support pricing strategies and business development initiatives
Share market insights with internal stakeholders to strengthen commercial decision-making and improve service offerings.

MIS & Reporting
Maintain accurate records of leads, opportunities, quotations, and customer interactions in the CRM system.
Prepare and submit daily, weekly, and monthly MIS reports covering sales performance, pipeline status, revenue, gross profit, customer visits, and business forecasts.
Track sales KPIs and analyze conversion ratios, customer acquisition, and pipeline health.
Present business performance reports and action plans during sales review meetings. 

Compliance
Ensure adherence to company policies, SOPs, and regulatory requirements related to Air Freight, Customs, and IATA guidelines.

Key Performance Indicators (KPIs)

Revenue, Gross Profit, and shipment volume achievement
New customer acquisition and onboarding
New customer pipeline value and conversion ratio
Customer retention and account growth
Quotations converted to confirmed business
CRM/MIS accuracy and reporting compliance
Market intelligence inputs and new trade lane development
Collection of receivables and Days Sales Outstanding (DSO), where applicable

Preferred Qualifications

Graduate; MBA preferred.
38 years of experience in Air Freight Business Development.
Knowledge of international freight forwarding, Incoterms, air cargo documentation, and
air freight pricing.
Strong negotiation, presentation, and relationship management skills.
Proficiency in CRM and Microsoft Office