Airfreight Business Development Manager

Capilaux; Hounslow; Hybrid; GBP 90,000 - 140,000; Full time

Benefits offered by this job

£100,000+ OTE potential.

Attractive commission structure linked

Car allowance.

Hybrid working with significant.auton.

Employee‑owned business with profit‑sh

Job summary

Capilaux is seeking a Senior Commercial Airfreight/Business Development Manager for Heathrow with hybrid working. The role focuses on developing new airfreight revenue, growing existing accounts and building a robust customer portfolio.

You will travel for customer visits, manage the full sales cycle from outreach to closing, and collaborate with operations to ensure smooth service delivery. A strong GP track record and senior-level relationship skills are essential.

Qualifications

• Proven experience in airfreight sales and business development.
• Strong network of airfreight customers and industry contacts.
• Track record of winning new business and generating GP.

Responsibilities

• Develop and secure new airfreight business through networking, referrals and relationships.
• Build, manage and grow a portfolio of new and existing customers.
• Maintain an airfreight customer network and identify growth opportunities.
• Generate profitable business across inbound and outbound airfreight.
• Conduct regular customer visits and develop long-term relationships.
• Manage the full sales process from initial contact to pricing and negotiation.
• Develop and maintain a strong sales pipeline and track opportunities in CRM.
• Collaborate with internal operations and commercial teams for onboarding and service delivery.
• Identify opportunities to expand customer spend across wider logistics offerings.
• Monitor market activity to identify new commercial opportunities.
• Aim for agreed sales and GP targets with a focus on profitable growth.

Skills

Airfreight sales

Business development

Key account management

Negotiation

Job description

Senior Commercial Airfreight / Business Development Manager

Location: Heathrow / Hybrid

Sector: Logistics / Airfreight

The Opportunity

A leading, employee‑owned logistics business is looking for an experienced Senior Commercial Airfreight / Business Development Manager to join its Heathrow team.

This is a commercially focused role for someone with a strong airfreight background, established customer relationships and a proven track record of generating profitable business.

The successful candidate will be responsible for developing new business, growing existing accounts and building a strong portfolio of airfreight customers. The role offers significant autonomy, with regular customer travel and the flexibility to manage your own diary and sales activity.

Key Responsibilities

• Develop and secure new airfreight business through networking, prospecting, referrals and existing relationships.
• Build, manage and grow a portfolio of new and existing customers.
• Maintain an established airfreight customer network / black book and identify opportunities for further growth.
• Generate profitable business across inbound and outbound airfreight.
• Conduct regular customer visits and develop strong long‑term commercial relationships.
• Manage the full sales process from initial contact through to pricing, negotiation and securing business.
• Develop and maintain a strong sales pipeline and accurately track opportunities through CRM.
• Work closely with internal operations and commercial teams to ensure successful onboarding and ongoing service delivery.
• Identify opportunities to expand customer spend across the wider logistics offering.
• Monitor market activity, competitors and customer requirements to identify new commercial opportunities.
• Work towards agreed sales and GP targets, with a strong focus on profitable growth.

About You

• Proven experience in airfreight sales, business development or commercial account management.
• Strong existing network of airfreight customers and industry contacts.
• Demonstrable track record of winning new business and generating GP.
• Experience managing both new and existing customer relationships.
• Strong understanding of airfreight operations, pricing and the wider logistics market.
• Commercially driven, entrepreneurial and motivated by building business.
• Confident attending customer meetings and developing relationships at senior level.
• Comfortable working autonomously and managing your own diary and sales activity.

Package & Benefits

• £100,000+ OTE potential.
• Attractive commission structure linked to GP performance.
• Car allowance.
• Hybrid working with significant autonomy.
• Employee‑owned business with an established profit‑sharing scheme.

Inclusivity

We are committed to creating an inclusive and diverse workplace where everyone is treated with respect and has the opportunity to succeed. We welcome applications from candidates of all backgrounds and do not discriminate on the basis of age, gender, race, ethnicity, disability, religion or belief, sexual orientation, or any other protected characteristic.

We are happy to discuss reasonable adjustments throughout the recruitment process to ensure everyone has a fair opportunity to apply and succeed