Sales & operations manager – air freight

Sentro Group · Maharashtra, India

Location: Mumbai

Experience: 5–10+ Years

Industry: Air Freight Forwarding / Airline Cargo / Logistics

Employment Type: Full-Time Job Summary

We are looking for an experienced Sales & Operations Manager – Air Freight with strong exposure to Air Freight Forwarding, Airline Cargo Operations, Cargo Sales, and Business Development.

The candidate will be responsible for business development, customer acquisition, sales growth, key account management, and end-to-end air freight operations. The ideal candidate should have a strong network within the air cargo industry, including freight forwarders, airlines, GSAs, exporters, importers, CHA/customs brokers, consolidators, and logistics stakeholders.

The role requires a commercially focused professional who can independently generate business while ensuring smooth, timely, and profitable execution of air freight shipments. Key Responsibilities

· Develop and execute sales strategies to grow the company's air freight business in Mumbai and other key markets.

· Build and maintain strong relationships with airlines, GSAs, freight forwarding agents, CHA/customs brokers, airport cargo terminals, and other industry stakeholders.

· Identify potential customers and convert leads into long-term business relationships.

· Manage air freight sales enquiries, quotations, negotiations, and commercial proposals.

· Negotiate competitive rates and space commitments with airlines, GSAs, and service providers.

· Monitor airline capacity, market freight rates, routing options, and transit times.

· Achieve assigned monthly and annual sales, revenue, tonnage, and profitability targets.

· Manage and grow existing customer accounts through regular engagement and service improvement.

· Oversee end-to-end air freight operations from booking through final delivery.

· Coordinate with airlines, airport cargo terminals, transporters, CHA, customs brokers, and internal operations teams.

· Ensure timely cargo booking, acceptance, documentation, customs coordination, uplift, transit, and delivery.

· Monitor shipment status and proactively manage delays, offloads, short shipments, documentation discrepancies, and operational issues.

· Ensure proper preparation and handling of AWB, MAWB, HAWB, manifests, invoices, packing lists, and related shipping documents.

· Coordinate handling of urgent, time-sensitive, valuable, project, or special cargo shipments.

· Ensure operational compliance with airline, airport, customs, security, and regulatory requirements.

· Supervise and guide sales and operations team members where applicable.

· Maintain sales pipeline, customer records, quotation data, booking reports, and operational MIS.

· Coordinate with finance and customers for payment terms, credit control, and outstanding collection.

· Monitor profitability shipment-wise and customer-wise to ensure healthy margins.

· Handle customer escalations and ensure high levels of service quality and customer satisfaction.

· Track competitor activities, market developments, airline rate trends, and new commercial opportunities.

· Provide regular sales and operations reports to senior management. Candidate Profile

· Minimum 10+ years of relevant experience in Air Freight Forwarding, Airline Cargo, GSA, Freight Consolidation, or Logistics.

· Strong practical knowledge of air export and import freight forwarding operations.

· Proven track record in air cargo sales, customer acquisition, and business development.

· Strong existing network in the Mumbai air cargo and freight forwarding market will be highly preferred.

· Good relationships with airlines, GSAs, freight forwarders, exporters, importers, CHA/customs agents, and logistics companies.

· Strong understanding of airline cargo pricing, chargeable weight, routing, transit time, capacity management, and freight negotiations.

· Knowledge of AWB, MAWB, HAWB, customs documentation, airport cargo procedures, and shipment execution.

· Ability to independently manage both sales and operations functions.

· Strong commercial, negotiation, and relationship management skills.

· Ability to manage teams, priorities, and urgent operational situations.

· Excellent communication and customer-handling abilities.

· Strong problem-solving and decision-making skills.

· Good working knowledge of MS Excel, Word, email, CRM, and logistics/freight management systems. Key Skills

Air Freight Forwarding | Airline Cargo | Air Cargo Sales | Business Development | Customer Acquisition | Key Account Management | Air Export | Air Import | Freight Rate Negotiation | Airline Coordination | GSA Coordination | CHA Coordination | AWB / MAWB / HAWB | Cargo Operations | Team Management | Revenue Growth | Profitability Management Key Performance Indicators

The candidate's performance will be evaluated based on:

· New customer acquisition.

· Monthly and annual sales revenue.

· Air cargo tonnage handled.

· Gross profit and shipment profitability.

· Growth of existing customer accounts.

· Number and value of new business opportunities developed.

· Airline rate competitiveness.

· Shipment execution and operational service levels.

· Customer retention and satisfaction.

· Outstanding payment and credit management.

· Development of new trade lanes and airline relationships. Preferred Background

Preference will be given to candidates currently working or having significant experience with:

· Air Freight Forwarding Companies

· Airline Cargo Departments

· Cargo GSAs

· Freight Consolidators

· International Logistics Companies

· Airport Cargo Operations

· CHA / Customs Brokerage Companies

· Air Cargo Sales and Business Development Teams Role Objective

The Sales & Operations Manager – Air Freight will play a key role in expanding the company's presence in the Mumbai air cargo market by combining strong industry relationships, commercial expertise, sales leadership, and operational excellence to develop a sustainable and profitable air freight business.

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