Sales Manager - Air Freight

About the Company

Our client is a Dubai-based integrated logistics company operating across the UAE and KSA, supported by an established regional partner network. It operates through three divisions:

• Freight Services: air, sea and inland freight, including project and heavy-lift cargo
• Logistics Services: warehousing, inventory management and on-the-ground logistics support
• 4PL/5PL Advisory: supply chain design, optimisation and end-to-end logistics management

The company serves clients across EPC and construction, oil & gas, power & energy, automotive, consumer & retail and technology, and is now growing its commercial team.

Role Overview

This role exists to grow the company's air freight revenue by winning new shippers, developing key accounts and building a steady flow of air cargo business. You will own the full sales lifecycle — from prospecting and quoting through to negotiation, closing and account growth.

This is a role for an independent, self-driven salesperson. You will have full support from in-house operations and finance teams, along with CRM and ERP systems, so your focus stays on selling. There is no micromanagement; the company is looking for someone who can hit the ground running, meet clients on the ground, and convert an existing network into air freight business.

Key Responsibilities

• Generate new air freight business (import, export and cross-trade) from direct shippers and forwarder partners
• Own the full sales lifecycle: prospecting, qualifying, quoting, negotiating and closing
• Build and grow a portfolio of key air freight accounts
• Prepare air freight rate quotations and commercial proposals, working with operations on airline capacity and routing
• Coordinate shipment execution with the operations team to ensure a smooth client experience
• Cross-sell the company's sea, inland and project logistics services where relevant
• Maintain an accurate pipeline and activity records in the CRM and ERP systems 
• Monitor airline rates, capacity, competitor activity and market trends

Critical Requirements

• Minimum 6 years of air freight sales experience in the UAE
• Air freight sales experience at a freight forwarding or logistics company
• Air freight import and export sales
• New business development role with new accounts personally won
• Full sales cycle managed end-to-end: prospecting, quoting, negotiating and closing
• Active portfolio of air freight clients managed personally
• Air freight rate quotation and pricing
• Rate and capacity negotiation with airlines or GSAs
• Field sales role with regular face-to-face client meetings
• Fluent English, spoken and written
• Proficiency in Microsoft Office
• Experience using a CRM system
• Experience using an ERP system

Important Requirements

• Commercial proposal writing
• Client presentations or pitches delivered
• Target-driven sales role with stated results (gross profit, revenue or percentage of target achieved)
• Freight contracts or rate agreements negotiated and closed personally
• Key account management of air freight accounts
• Direct dealings with senior client stakeholders (business owners, supply chain or logistics heads, procurement managers)
• Individual-contributor sales role with a personal portfolio and personal targets
• Direct-shipper air freight sales in at least one of these sectors: EPC and construction, oil & gas, power & energy, automotive, consumer & retail, technology
• Air freight sales through forwarder partners or overseas agents (including cross-trade)
• Cross-selling of sea freight or inland freight services

Nice to Have

• Dangerous goods (DG) air shipment sales
• IATA DG certification
• Clients in Russian-speaking markets
• Russian speaker

What's on Offer

• Competitive package with an attractive commission structure
• Autonomy to run your own portfolio, backed by operations and finance support

Success Measures (First 12 Months)

• Clear monthly gross profit targets, with a structured ramp-up over the first 8 months
• New active air freight clients: about 2 to 4 a month in the first 6 months, including clients from Russian-speaking markets
• Repeat business: 60%+ of new clients ship again within 90 days
• Client meetings: 8 to 12 face-to-face meetings a week
• Collections: clients pay within the agreed credit terms, with minimal bad debt