Head of Asia Pacific Control Tower（Airfreight Gateway/Procurement)

Job Purpose

Lead the APAC Control Tower team to develop and manage air freight products, optimize pricing strategies, oversee localized carrier network and capacity management, and maintain strategic airline relationships. The role is critical to enabling the sales team to deliver competitive solutions, support client bids, and drive revenue growth across the APAC region.

Key Responsibilities

Air Product Development & Management

• Lead the development, launch, and continuous optimization of air freight products tailored to the APAC market’s unique needs, aligning with global product strategies while adapting to local market dynamics.

• Monitor market trends, customer demands, and competitor offerings to identify product gaps and innovation opportunities, ensuring our products remain competitive and meet client requirements for bid responses.

• Manage the full product lifecycle, including product positioning, service standards, and performance tracking, collaborating with operations, sales, and customer service teams to ensure seamless execution.

• Ensure product compliance with local regulations, industry standards (such as IATA guidelines for air cargo) and company policies across all APAC markets.

Pricing Management

• Develop and implement regional pricing strategies for air freight services, balancing competitiveness, profitability, and market demand to support sales bid efforts.

• Oversee the quotation process, establishing pricing guidelines, approving complex quotes, and ensuring consistency and accuracy across the APAC region.

• Analyze pricing performance, market rate fluctuations, and cost structures to adjust pricing strategies proactively, optimizing profit margins while supporting sales in winning client bids.

• Collaborate with the global pricing team to align regional pricing with global standards, while retaining flexibility to address local market conditions.

Localized Network Carrier Management

• Build, manage, and optimize the localized carrier network across the APAC region, including airlines and local logistics partners, to ensure reliable service and competitive resources.

• Negotiate and secure favorable pricing, contract terms, and priority space (cargo space)with regional carriers, leveraging volume and long-term partnerships to gain competitive advantages.

• Monitor carrier performance (on-time delivery, service quality, cost efficiency) and conduct regular reviews to address issues, renew contracts, or replace underperforming carriers.

• Ensure the carrier network meets the diverse needs of clients across APAC markets, supporting sales in delivering tailored solutions for bids and long-term client partnerships.

Airline Relationship Maintenance & Rate Optimization

• Cultivate and maintain strategic relationships with key airlines operating in the APAC region, serving as the primary point of contact for senior carrier stakeholders.

• Proactively negotiate improved rates, preferential terms, and priority capacity with airlines, leveraging market insights and volume commitments to secure competitive advantages for the company.

• Stay updated on airline industry trends, capacity changes, and rate fluctuations, communicating key insights to the sales and pricing teams to support bid preparation and client negotiations.

• Collaborate with airlines on service improvements, problem resolution, and joint business initiatives to enhance service quality and strengthen partnerships.

Capacity Management

• Oversee capacity planning and management for air freight across the APAC region, ensuring adequate capacity to meet client demand and support sales bid commitments.

• Monitor capacity availability, seasonal fluctuations, and market disruptions (e.g. peak seasons, supply chain bottlenecks) to proactively adjust strategies, secure additional capacity, or optimize resource allocation.

• Coordinate with carriers to reserve priority capacity for key clients and high-value bids, ensuring timely fulfillment of service commitments.

• Analyze capacity utilization data to identify inefficiencies, optimize resource allocation, and maximize profitability while supporting sales in winning and retaining business.

Sales & Bid Support

• Provide direct support to the APAC sales team in client bids, offering expertise in product solutions, pricing strategies, carrier resources, and capacity availability to strengthen bid proposals.

• Collaborate with sales to understand client requirements, tailor solutions to meet their needs, and ensure competitive pricing and service commitments in bid responses.

• Address sales and client inquiries related to products, pricing, carrier capabilities, and capacity, providing timely and accurate information to support sales efforts.

• Participate in key client meetings and bid presentations as needed, showcasing the company’s capabilities and competitive advantages.

Team Leadership & Cross-Functional Collaboration

• Lead ,mentor, and develop the APAC Control Tower team, setting performance goals, providing coaching, and fostering a culture of accountability and continuous improvement.

• Collaborate with regional operations, sales, marketing, and finance to align strategies, share best practices, and drive cross-functional initiatives.

• Report key performance metrics (KPMs) related to product performance, pricing, carrier management, and capacity utilization to senior leadership, providing insights and recommendations for improvement.

Requirements & Qualifications

• Bachelor’s degree in Logistics, Supply Chain, Business, or related field

• 10+ years in freight forwarding/logistics, including 5+ years in APAC leadership roles

• Proven track record in air freight product development, pricing strategy, carrier network management, and capacity planning.

• Excellent communication skills. This role requires communication with Stakeholders in China, USA, Europe and South East Asia.

• Strong experience in negotiating with airlines and other carriers, with a demonstrated ability to secure favorable rates, terms, and capacity.

• Excellent leadership, team management, and cross-functional collaboration skills, with the ability to motivate and develop a high-performing team.

• Strong analytical and problem-solving skills, with the ability to analyze market data, pricing trends, and capacity utilization to drive informed decisions.

• Familiar with logistics systems (e.g., CargoWise) and IATA standards

• Able to work in a fast-paced environment and manage competing priorities