Sales & Operations Manager – Air Freight

Sentro Group · Mumbai, India

Location: Mumbai

Experience: 5–10+ Years

Industry: Air Freight Forwarding / Airline Cargo / Logistics

Employment Type: Full-Time

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.

·        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.

·        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 .

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

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.

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

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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