Senior Associate - Business Development (Air Freight)

Delhivery; Mumbai, Hyderabad, Bengaluru; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Delhivery is seeking a results-driven Air Freight Business Development professional in Mumbai to build and manage a robust pipeline of new customers for air freight import and export. You will identify MSMEs, enterprises, and e-commerce players, manage the full sales cycle from lead generation to onboarding, and drive revenue and gross margin targets.

Responsibilities include coordinating with pricing, operations, customs, and overseas agents to deliver competitive solutions, negotiating rates,

Qualifications

• Graduate; MBA preferred.
• 2-8 years of experience in Air Freight Business Development.
• Knowledge of international freight forwarding, Incoterms, air cargo documentation, and air freight pricing.
• Strong negotiation, presentation, and relationship management skills.
• Proficiency in CRM and Microsoft Office

Responsibilities

• Build and maintain a robust pipeline of new customers for Air Freight Import & Export business.
• Identify, qualify, and acquire MSME, Enterprise, E-commerce businesses
• Manage the complete sales cycle from lead generation to closure and onboarding.
• Achieve monthly, quarterly, and annual revenue and gross margin targets
• Coordinate with pricing, operations, customer service, customs, and overseas agents to provide competitive and timely solutions.
• Negotiate freight rates and commercial terms with customers while ensuring profitability.
• Ensure smooth execution of shipments and timely resolution of customer issues.

Skills

Customer acquisition

Lead generation

Sales pipeline

Negotiation

Relationship management

CRM

Education

Bachelor's degree

MBA preferred

Tools

CRM

Microsoft Office

Job description

Key Responsibilities

• Build and maintain a robust pipeline of new customers for Air Freight Import & Export business.
• Identify, qualify, and acquire MSME, Enterprise, E-commerce businesses
• Manage the complete sales cycle from lead generation to closure and onboarding.
• Achieve monthly, quarterly, and annual revenue and gross margin targets

Pricing & Cross-functional Coordination

• Coordinate with pricing, operations, customer service, customs, and overseas agents to provide competitive and timely solutions.
• Negotiate freight rates and commercial terms with customers while ensuring profitability.
• Ensure smooth execution of shipments and timely resolution of customer issues.

Market Intelligence

• Monitor market trends, air freight rates, airline capacity, competitor activities, and customer buying patterns
• Identify new trade lanes, industry verticals, and emerging business opportunities
• Gather customer and competitor intelligence to support pricing strategies and business development initiatives
• Share market insights with internal stakeholders to strengthen commercial decision-making and improve service offerings.

MIS & Reporting

• Maintain accurate records of leads, opportunities, quotations, and customer interactions in the CRM system.
• Prepare and submit daily, weekly, and monthly MIS reports covering sales performance, pipeline status, revenue, gross profit, customer visits, and business forecasts.
• Track sales KPIs and analyze conversion ratios, customer acquisition, and pipeline health.
• Present business performance reports and action plans during sales review meetings.

Compliance

• Ensure adherence to company policies, SOPs, and regulatory requirements related to Air Freight, Customs, and IATA guidelines.

Key Performance Indicators (KPIs)

• Revenue, Gross Profit, and shipment volume achievement
• New customer acquisition and onboarding
• New customer pipeline value and conversion ratio
• Customer retention and account growth
• Quotations converted to confirmed business
• CRM/MIS accuracy and reporting compliance
• Market intelligence inputs and new trade lane development
• Collection of receivables and Days Sales Outstanding (DSO), where applicable

Preferred Qualifications

• Graduate; MBA preferred.
• 2-8 years of experience in Air Freight Business Development.
• Knowledge of international freight forwarding, Incoterms, air cargo documentation, and
• air freight pricing.
• Strong negotiation, presentation, and relationship management skills.
• Proficiency in CRM and Microsoft Office