Business Development Manager - Air & Sea Freight

Business Development Manager - Air & Sea Freight

Purpose of the Role

To develop and secure profitable Air Freight and Sea Freight business by identifying new customers, building strategic relationships and increasing the Company's market share across South Africa, the SADC region and international trade lanes.

Position Summary

The Business Development Manager - Air & Sea Freight will be responsible for driving new business growth within the international freight forwarding division. We're looking for a commercially strong, target-driven professional with proven experience in Air Freight, Ocean Freight, international forwarding, trade lanes, pricing, customer acquisition, and account development. The successful candidate must be able to identify opportunities, design customer-specific freight solutions and convert prospects into sustainable, profitable accounts.

Key Accountabilities

Business Development and Sales

• Identify, target and secure new Air Freight and Sea Freight customers across South Africa and the SADC region.
• Develop and execute a structured sales plan aligned with monthly, quarterly and annual targets.
• Build and maintain a strong pipeline of prospects, opportunities and active tenders.
• Conduct customer meetings, presentations and solution discussions with key decision-makers.
• Convert new business opportunities into profitable and sustainable customer accounts.
• Develop opportunities across import, export, cross-trade, project cargo and international trade lanes.

Commercial Management

• Prepare professional commercial proposals, quotations and service solutions.
• Participate in RFQs, tenders and contract negotiations.
• Work closely with pricing, operations and management to ensure competitive and profitable solutions.
• Protect gross profit margins and ensure new business is aligned with company profitability expectations.
• Maintain accurate records of opportunities, customer interactions and pipeline status.
• Support the development of trade lane strategies and customer-specific pricing models.

Customer Relationship Management

• Build long-term relationships with customers, procurement teams, supply chain managers and logistics decision-makers.
• Conduct regular customer reviews and identify areas for service improvement and growth.
• Identify cross-selling opportunities across customs clearing, road freight, warehousing, contract logistics and cross-border solutions.
• Act as a trusted logistics advisor by understanding customer supply chains and proposing value-added solutions.
• Support customer retention through consistent communication and problem-solving.

Market Intelligence

• Monitor market trends, competitor activity, rates, service levels and emerging trade lane opportunities.
• Provide feedback to management on customer requirements, market challenges and growth opportunities.
• Represent the company professionally at customer meetings, networking events and industry forums.

Minimum Requirements

• Minimum 5 years' proven experience in Air Freight and Sea Freight business development.
• Strong understanding of international freight forwarding, Incoterms, shipping documentation and customs processes.
• Proven track record of achieving sales and gross profit targets.
• Existing network within the logistics, freight forwarding or supply chain market will be advantageous.
• Strong commercial, negotiation, presentation and relationship-building skills.
• Ability to work independently, manage a pipeline and deliver measurable results.

Desirable Experience

• Experience selling import and export freight forwarding solutions.
• Experience with air cargo, ocean freight, LCL, FCL, breakbulk or project cargo solutions.
• Experience working with customers in retail, manufacturing, mining, FMCG, industrial or automotive sectors.
• Exposure to customs clearing, road freight and integrated logistics solutions.

If you haven't heard from us within two weeks, please consider your application unsuccessful.