Position: Head – Air Freight (Export Sales)

Location: Delhi

Working Days: Monday to Friday

Experience Required: 15-20 years

Key Responsibilities

A. Business Strategy & Department Leadership

- Develop and execute short- and long-term air export sales strategies.
- Set monthly, quarterly, and annual revenue, gross profit, and shipment targets.
- Identify new markets, trade lanes, industries, and business opportunities.
- Prepare sales forecasts, budgets, and performance reports for management.

B. Business Development & Overseas Agent Network

- Generate current business from exporters, manufacturers, direct shippers, and freight forwarders.
- Build a robust pipeline of prospective customers and international partners.
- Lead client meetings, negotiations, presentations, and commercial discussions.
- Maintain existing accounts and increase repeat business.

C. Pricing, Procurement & Profitability

- Coordinate with airlines, procurement, and pricing teams to secure competitive rates and space.
- Ensure quotations are commercially competitive while meeting gross profit targets.
- Monitor shipment profitability, pricing trends, and customer-specific performance.
- Develop pricing strategies for key trade lanes and target industries.

D. Team Management & Performance

- Lead, train, and motivate the air export sales team.
- Assign individual targets and monitor daily, weekly, and monthly performance.
- Conduct regular reviews of calls, meetings, quotations, conversions, and customer acquisition.
- Coach team members to improve negotiation, follow-up, and closing skills.

E. Operations & Customer Service Coordination

- Work closely with operations,



documentation, pricing, and finance teams to ensure smooth shipment execution.
- Ensure timely quotations, accurate documentation, proactive communication, and service quality.
- Resolve escalated customer issues and coordinate corrective actions.
- Support timely collections and adherence to approved credit policies.

Key Performance Indicators (KPIs)

Performance will be measured against agreed targets for:

- Air export revenue and gross profit (GP).
- New customers acquired and existing customers retained.
- Quotation turnaround time and conversion ratio.
- Gross profit per shipment and overall department profitability.
- Team productivity and target achievement.
- Customer satisfaction, service quality, and payment collections.

Qualifications & Experience

- Bachelor’s degree in Business, Logistics, or a related field preferred.
- 15-20 years of experience in freight forwarding and air export sales.
- At least 5-8 years in a team leadership or managerial role.
- Proven experience in business development, customer acquisition, pricing, and revenue growth.
- Strong understanding of air export operations, airline procurement, international trade lanes, and freight forwarding documentation.

Required Skills & Competencies

- Strategic planning and business development.
- Robust sales leadership, negotiation, and relationship management.
- Commercial understanding of pricing, gross profit, and profitability.
- Team building, coaching, and performance management.
- Customer-focused decision-making and problem-solving.
- Strong communication, reporting, forecasting, and analytical skills.

📌 Head - Air Freight (Export Sales) (Delhi)
🏢 PinnacleU
📍 Delhi