Business Development Manager - Air & Sea Freight

Here is what you need to know about the job:

Department: Sales

Location: Field based with a fortnightly visit to Manchester HQ and occasional National/Regional travel as required

Reports To: Vice President, Head of UK

Overview: This is a strategic role focused on establishing and growing new Air and Sea freight divisions within the organisation. The BDM will be responsible for building product offerings, defining processes, and leading initiatives that drive operational excellence, sales growth and business expansion across both ocean and air modalities. This role requires a proactive, innovative professional who can create a robust operational foundation from the ground up, leveraging strong project management skills, extensive industry networks, and commercial expertise across air and sea logistics.

Job Summary: We are seeking a proactive and results-oriented Business Development Manager – Air & Sea Freight to join our team. This role is responsible for driving new business growth and product development in both air and ocean freight services, developing and launching innovative multimodal logistics solutions that meet evolving customer and business needs. The successful candidate will build strong client and carrier relationships and collaborate cross-functionally to deliver tailored end-to-end logistics solutions.

Key Responsibilities:

• Play a pivotal role in building and developing the company’s air and sea freight volumes, including strategy, operations, and sales growth.
• Identify and secure new business opportunities across airfreight and ocean freight (container FCL/LCL, conventional, and multimodal solutions) to build a solid client base.
• Develop and launch innovative air and sea products aligned with market demand and company capabilities, including value‐added services (e.g., door-to-door, customs clearance, warehousing, and inland haulage).
• Establish and maintain strong relationships with clients, airlines, shipping lines, NVOCCs, port agents, and industry partners to grow the network and secure space/competitive rates.
• Collaborate closely with operations, global teams, ports/terminals and carriers to ensure seamless delivery and execution of air and sea services and products.
• Lead contract and space negotiations, secure agreements and rate structures that support division growth and profitability.
• Manage customer quotations, routing proposals and transit time analysis for both air and ocean options, ensuring competitive, compliant solutions.
• Analyse market trends, carrier schedules, rate trends, capacity constraints and competitor offerings to inform strategy and product portfolio.
• Prepare and present proposals, quotations, and presentations to prospective clients and partners.
• Represent the company at industry events, trade shows and shipping/air conferences to build brand recognition and generate leads.
• Manage the full sales cycle from lead generation to deal closure and ensure excellent post‐sale account management.
• Partner with finance to develop pricing strategies (including FAK, surcharges, bunker/air fuel considerations and margin management) that ensure profitability and meet division objectives.
• Design campaigns and promotional materials specific to air and sea divisions.
• Monitor and report on sales performance, customer satisfaction, on‐time performance, transit times and product success to senior management.
• Ensure compliance with relevant air and sea freight regulations, including customs procedures, INCOTERMS, SOLAS/VGM, IMDG/DG rules and airline/liner policies that impact operations and service quality.
• Support escalation management and continuous improvement initiatives to reduce dwell times, improve vessel/flight connections and enhance customer experience.

Qualifications & Experience:

• Proven experience in business development or sales within the airfreight and/or ocean freight logistics industry, preferably with experience helping to build or expand a business division.
• Demonstrated ability to design, launch, and manage logistics products across air and sea modalities.
• Knowledge of container logistics (FCL/LCL), vessel schedules, liner terms, booking processes, bills of lading, and air waybill procedures.
• Familiarity with customs requirements, INCOTERMS, SOLAS/VGM, IMDG/DG regulations and other compliance aspects for international transport.
• Strong negotiation, relationship‐building, and communication skills with carriers, agents and customers.
• Entrepreneurial mindset with the ability to work cross‐functionally and manage multiple priorities.
• Excellent organisational, analytical and strategic planning abilities.
• Proficiency in Microsoft Office suite and confidence using CRM/TMS systems.
• Willingness to travel domestically and internationally as required.

Preferred:

• Degree in Business, Logistics, Supply Chain Management, or related field.
• In‐depth knowledge of international air and ocean freight operations, port and terminal processes, and shipping line/airline commercial models.
• Experience working with multimodal solutions and integrated supply chain offers.

Key Competencies & Skills:

• Demonstrated sales acumen with strong negotiation abilities, business development skills, and a customer-focused approach.
• Extensive operational network experience, with the ability to establish and maintain high-level relationships across various industries.
• Strong analytical capabilities, comfortable using data and market trends to inform decision-making and foster continuous improvement.
• Superior communication and interpersonal skills, with the ability to work effectively across diverse teams and engage stakeholders at all levels.

Additional Requirements:

• Willingness to travel domestically and internationally as project needs require.
• A proactive, detail-oriented mindset with a high level of commitment to quality and excellence in service delivery.
• Adaptability and resilience in a fast-paced, evolving business environment.