Sales Manager - Air Freight

The Sales Manager in Logistics and Freight Forwarding is responsible for driving business growth by acquiring new clients, maintaining strong relationships with existing customers, and achieving sales and revenue targets. The role oversees freight operations, coordinates transportation across multiple modes (air, road, sea, rail, and multimodal), and ensures timely, cost-effective delivery of goods. Reporting to the regional or country director, this position plays a key role in expanding the client base, optimizing logistics performance, and enhancing overall customer satisfaction.

Job Responsibilities:

Business Development & Client Management

• Search for new clients to expand the company’s client base.
• Maintain regular contact with existing clients and respond to inquiries from potential customers.
• Conduct professional business correspondence and conversations in Russian and English.
• Achieve targets for shipment volume, revenue, and profit margin.
• Increase overall transportation volume and strengthen long-term client relationships.
• Enhance customer satisfaction through efficient service and responsive communication.

Pricing, Costing & Commercial Proposals

• Calculate trip costs, profitability, and prepare competitive freight rates.
• Develop and issue commercial offers to clients based on market conditions.
• Monitor and control operational expenses including freight charges, customs duties, and storage costs.

Route Planning & Transport Mode Selection

• Demonstrate strong knowledge of all transport modes: air (primary), road, sea, rail, and multimodal schemes.
• Select optimal routes and transportation types based on the cargo’s nature and client requirements.
• Understand specific cargo needs such as hazardous goods, oversized cargo, temperature-controlled shipments, and consolidated loads.
• Calculate accurate delivery timeframes and transportation costs for each shipment.

Documentation, Compliance & Regulatory Requirements

• Apply Incoterms 2020 and understand liability distribution between buyers, sellers, and carriers.
• Work with transport documentation including:
  • CMR
  • Bill of Lading (B/L)
  • Air Waybill (AWB)
  • Invoice
  • Packing List
  • Certificate of Origin
• Prepare contracts, service agreements, and transportation orders in line with company standards.

Systems, Reporting & KPI Analysis

• Proficiently use Excel, Google Sheets, Word, Outlook, and PowerPoint in day-to-day operations.
• Work efficiently with CRM systems (e.g., Zoho) to manage leads, clients, and sales pipelines.
• Utilize online tracking platforms and GPS systems to monitor shipment movement.
• Analyze logistics performance indicators including:
  • On-Time Delivery (OTD)
  • Cost per Shipment
  • Transit time accuracy
  • Route efficiency
• Stay aware of seasonality, road restrictions, and cultural factors affecting transportation.
• Collaborate effectively with partners across China, EU countries, UAE, and Southeast Asia.

Skills/Knowledge:

• Market Knowledge, Regional Expertise & Logistics Network
• Understanding of major logistics hubs such as ports, terminals, border crossings, and customs posts
• Possess strong knowledge of customs procedures, HS codes, and export–import processes.
• Proficiently use Excel, Google Sheets, Word, Outlook, and PowerPoint in day-to-day operations.
• Excellent knowledge of key logistics routes including:
  • Europe – Asia
  • China – Kazakhstan – Europe
  • Turkey – CIS
  • UAE – Kazakhstan
• Strong communication and negotiation skills
• Proficiency in Microsoft Office (Excel essential)
• Knowledge of all transport modes and logistics conditions
• Data analysis and KPI evaluation skills
• Professional communication, responsibility, teamwork
• Deadline-driven and committed

Experience & Qualifications:

• Degree in Transport & Logistics/Business/Accounting (Essential)
• FIATA certification or advanced logistics training (Desirable)
• 3–5 years in air freight and other transport modes
• Experience with quotations, invoicing, CRM systems
• Transport documents handling (CMR, B/L, AWB, etc.)