Head - Sales - Air Freight

Principal Responsibilities:

- Source competitive rates from airlines and suppliers for short-term ad-hoc shipments as well as long-term business contracts.

- Strategically plan and manage available capacity to optimize cost-effectiveness and operational efficiency.

- Develop and execute growth strategies aligned with company objectives and market trends.

- Identify new business opportunities, market niches, and potential clients to expand the air freight division's market share.

- Negotiate and establish both short-term and long-term contracts or agreements with airlines and suppliers to secure favourable terms and conditions.

- Ensure compliance with regulatory requirements and industry standards in all contracts.

- Oversee the Request for Quotation (RFQ) and tender processes, developing a robust "quote to win" strategy.

- Support and collaborate with the sales team to capitalize on new business opportunities generated by the network and local sales efforts.

- Collaborate closely with the sales teams across regions in India to create Joint Sales Visit (JSV) schedules aimed at winning new business.

- Provide expertise and guidance to the sales force regarding air freight services, market conditions, and competitive advantages.

- Define, track, and manage key performance indicators (KPIs) for the country's air freight operations.

- Analyse KPI metrics regularly to assess performance, identify areas for improvement, and implement corrective actions as necessary.

- Ensure operational excellence by implementing best practices, streamlining processes, and maintaining high service quality standards.

- Stay updated with industry regulations, compliance requirements, and market trends to adapt strategies accordingly.

- Lead, mentor, and develop a high-performing air freight team, fostering a culture of collaboration, innovation, and continuous improvement.

- Conduct performance reviews, provide guidance, and facilitate training programs to enhance team capabilities.

- Cultivate and maintain strong relationships with key stakeholders, including airlines, suppliers, customers, and internal departments.

- Collaborate with cross-functional teams to ensure smooth coordination and execution of air freight operations.

- Manage budgets, analyse cost structures, and implement cost-saving initiatives without compromising service quality or compliance standards.

- Provide financial forecasts and reports to support strategic decision-making.

- Identify potential risks and develop contingency plans to mitigate operational disruptions, ensuring continuity of service

Skills / Work Ex. / Qualifications:

- Experience of 10+ years in air freight operations or related logistics fields. Track record of developing and implementing growth strategies in the air freight sector.

- Excellent communication skills to interact effectively with stakeholders, internal teams, and clients.

- Ability to lead and motivate teams, drive performance, and foster a collaborative work culture.

- Capacity to develop and execute growth strategies aligned with organizational goals. Proficiency in analyzing market trends, KPIs, and financial data to make informed strategic decisions.

- Aptitude for identifying issues, formulating solutions, and making timely decisions in a dynamic environment.

- Ability to manage budgets, analyze cost structures and optimize financial performance.

- Knowledge of basic regulatory aspects on customs working, import & export process, GSP, etc.

- Knowledge of the market in terms of customers, suppliers, overall environment, etc. Possess quality, effective & up to date market intelligence at all times.

- Prior experience in procuring and capacity planning.