Business Development Manager

Challenge Group is an international Group of companies within the Aviation industry. The group is experiencing significant growth, and as a result we are seeking to recruit a Business Development Manager to join our team. Whilst reporting to the Head of Network Planning, Alliances & Revenue Management, the Business Development Manager will drive commercial growth by developing key customer relationships, identifying new market opportunities, and supporting innovative cargo product solutions.

Responsibilities include:

Customer & Key Account Development

• Identify and engage high-potential freight forwarders, integrators, and direct shippers.
• Support onboarding of strategic accounts in new or emerging markets.
• Build and maintain long-term customer relationships to support the launch of new lanes or services.
• Partner with the Sales team to tailor offerings and improve service differentiation based on customer needs.

Sales Support & Revenue Enablement

• Map out General Sales Agents (GSAs) and customers in new markets for tonnage and yield potential.
• Provide commercial insights, market data, and lead intelligence to Sales teams.
• Contribute to RFQs, strategic bids, and high-value client engagements.
• Work closely with Revenue Management to align pricing and capacity with high-potential windows of opportunity.

Product Development & Innovation

• Develop and launch value-added cargo solutions (e.g., express, industry-specific verticals, last-mile services).
• Integrate market research and client feedback into product development and enhancements.
• Support the rollout of digital tools such as e-booking, shipment tracking, and e-AWB.
• Ensure product feasibility and integration within existing digital infrastructure.

Education:

• Minimum requirement: BA in Economy/ Industrial Engineer or equivalent degree in relevant subject.

Experience, Skills and Personal Attributes:

• 5+ years of experience in business development, key account management, or commercial roles in air cargo, logistics, or freight forwarding.
• Strong commercial acumen with a deep understanding of cargo sales cycles and customer dynamics.
• Experience with RFQs, pricing strategy, and digital product enablement.
• Excellent communication, negotiation, and stakeholder engagement skills.
• Self-starter with a strategic mindset and the ability to execute with speed and precision.
• A high-level of English is required together with high interpersonal communication skills.
• Teamwork ability.
• Work under pressure.
• Order and organization abilities.
• Willingness to travel.