Sales & Operations Manager - Air Freight

Sentro Group · 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.

Send Your Resume :-Hr@sentrogroup.com