Air Export Pricing Manager

Department: Pricing / Commercial

Function: Air Freight – Export

Location: Mumbai

Reporting To: General Manager – Pricing / Director – Commercial

Position Summary The Air Export Pricing Manager will be responsible for managing and developing the company's air export pricing function, ensuring competitive, profitable, and timely quotations to customers and the sales team. The role will involve negotiating rates with airlines and overseas agents, monitoring market trends, managing key accounts, and developing pricing strategies to maximize business opportunities and profitability.

Key Responsibilities

1. Air Export Pricing & Quotations

Manage day-to-day air export pricing activities for all major trade lanes and destinations. Prepare competitive and commercially viable air freight quotations for RFQs, spot shipments, tenders, and regular business.

Analyze shipment profiles, weight slabs, chargeable weight, routing, transit time, and service requirements before quoting.

Ensure quotations are accurate, timely, and aligned with customer requirements.

Coordinate with sales and operations teams to provide appropriate pricing solutions.

1. Airline & Vendor Negotiation

Negotiate air freight rates, space commitments, and service terms with airlines and consolidators. Develop strong relationships with airline sales teams and key air freight vendors.

Obtain preferential rates for strategic customers and high-volume trade lanes.

Monitor airline GSA, allotment, contract, and spot-rate structures.

Identify opportunities for better buying rates and improved contribution margins.

1. Pricing Strategy & Market Intelligence

Monitor daily market movements, airline capacity, fuel surcharges, peak-season trends, and demand fluctuations. Analyze competitor pricing and market conditions to maintain a competitive position.

Develop lane-wise and customer-specific pricing strategies.

Identify profitable trade lanes, new airline options,



and alternative routing opportunities.

Maintain updated pricing databases and rate sheets.

1. Customer & Sales Support

Work closely with the sales team to support new business development and customer retention. Provide pricing support for RFQs, tenders, key accounts, and strategic opportunities.

Participate in customer discussions when pricing expertise or commercial negotiation is required.

Develop customized pricing solutions based on customer volume, frequency, and service requirements.

Support the sales team in converting quotations into confirmed business.

1. Profitability & Commercial Control

Ensure all quotations meet the company's required margin and profitability guidelines. Review buying versus selling rates and monitor shipment-level profitability.

Identify opportunities to improve gross profit through better procurement and routing.

Approve or escalate exceptional pricing based on established commercial authority.

Monitor pricing performance and prepare regular profitability reports.

1. Team Management

Lead and mentor the air export pricing team. Allocate pricing requests and ensure timely responses to sales and customers.

Establish pricing SOPs, approval matrices, and turnaround-time standards.

Review team performance and ensure adherence to commercial policies.

Train team members on airline pricing, market trends, and commercial negotiation.

1. MIS & Reporting

Prepare regular reports on: Air export buying and selling rates

Gross profit and contribution

RFQ conversion

Customer-wise and lane-wise performance





Airline-wise business volumes

Major pricing opportunities and losses

Maintain accurate records of negotiated rates and commercial agreements.

Provide management with market intelligence and recommendations for pricing strategy.

Key Performance Indicators (KPIs)

Pricing turnaround time

RFQ / quotation conversion ratio

Gross profit and contribution margin

Airline buying rate improvement

Customer retention and growth

New business conversion

Accuracy of quotations

Pricing response time

Volume and revenue growth

Effective utilization of airline contracts and allotments

Candidate Profile

Education: Graduate in any discipline; MBA / PGDM in Logistics, Supply Chain, or Business Management will be an advantage.

Experience: 5–10 years of relevant experience in Air Export Pricing, preferably with a freight forwarding, logistics, NVOCC, or international logistics company.

Required Skills

Strong knowledge of international air freight and export processes.

Excellent understanding of airline rates, weight slabs, surcharges, routings, and transit times.

Strong negotiation and commercial skills.

Good knowledge of major international air cargo markets and trade lanes.

Robust analytical and numerical abilities.

Excellent communication and interpersonal skills.

Proficiency in MS Excel and pricing / freight management systems.

Ability to work under pressure and manage multiple RFQs with tight deadlines.

Strong customer-oriented and commercial approach.

Preferred Competencies

Established relationships with major airlines and air freight consolidators.

Experience handling large RFQs and strategic accounts.

Exposure to global freight forwarding and overseas agent networks.

Ability to develop pricing strategies based on market intelligence.

Strong understanding of contribution and shipment-level profitability.

Experience leading and developing a pricing team.

📌 Air Export Pricing Manager For a reputed MNC Freight company Mumbai
🏢 Talent Corner HR Services
📍 Mumbai