This is a senior B2B sales/business development role in the freight forwarding and logistics industry, specifically focused on Air Freight – Export & Import. The role is for someone who can bring in new customers, generate revenue independently, and manage key client relationships.

The ideal candidate should have:

- Strong Air Freight sales experience
- Experience handling both Export and Import
- Existing relationships/network in the logistics industry
- Ability to generate their own leads
- Ability to acquire new customers
- Experience negotiating freight rates and commercial terms
- Proven history of achieving sales/revenue targets
- Ability to close deals independently

The candidates who can independently generate business and directly contribute to revenue will be strongly preferred.
- New client acquisition The person needs to continuously find new companies that require air freight services.

Sources can include

- Existing industry contacts
- References
- Networking
- Client visits
- Market mapping
- Personal logistics network

- Sell Air Freight solutions

They need to understand the customer's logistics requirement and offer an appropriate Air Freight solution and rate.

For example

A customer may need to move cargo from India to Europe urgently.

The candidate should understand

- Shipment requirement
- Origin/destination
- Export/import process
- Freight requirements
- Appropriate air freight solution
- Pricing/rates
- Commercial terms

- Negotiate and close businessThe candidate must be comfortable discussing:

- Freight rates
- Pricing
- Commercial terms
- Customer requirements
- Negotiation
- Margins/profitability

The end objective is business closure and revenue generation,



not simply generating leads.

- Achieve targetsThis is a target-driven sales role.

The candidate may be measured on:
- Sales
- Revenue
- Shipment volume
- Profitability
- Recent business
- Customer conversion

Existing clients vs New clients The role has both components, but new business development is particularly important.

Existing clientsThe person needs to:

- Maintain relationships
- Ensure customer satisfaction
- Identify repeat business
- Upsell/additional business

New clientsThe person needs to:
- Prospect
- Generate leads
- Meet customers
- Pitch Air Freight solutions
- Negotiate
- Close business

- Strong industry network is a major advantage

This is one of the key screening points.

The JD specifically mentions an existing client network and strong market relationships as an advantage.

So you should find out:

- What type of clients does the candidate know?
- Which industries?
- Which locations?
- Are these actual decision-makers?
- Has the candidate converted these relationships into business?
- Can they potentially bring clients to the new company?

6. Pricing knowledge The candidate should understand Air Freight pricing and commercial negotiations. This means the candidate shouldn't be purely a relationship manager.

They should understand the commercial side of freight forwarding and be comfortable working with the pricing and operations teams.

They will coordinate internally with:

Sales → Pricing → Operations → Customer Service to ensure the shipment is executed properly.

- Reporting and CRM The person also needs to maintain:

- Sales reports
- Pipeline
- Business forecasts
- Performance reports
- CRM records
- Excel reports

📌 Business Development Manager – Air Freight (Mumbai)
🏢 STORY MOLDERS™ | SM GROUP
📍 Mumbai