Business Development Manager - Air Freight

Fracht Group - North America; Atlanta (GA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Fracht Group - North America is seeking a strategic, commercially driven Senior Strategic Account Manager (SAM) to lead growth across a portfolio of high-value accounts in the Atlanta and Southeast regions. You will blend outbound business development with deep account ownership, expanding revenue and GP across airfreight and related service lines.

The role requires an established Southeast network, executive-level engagement, and a track record of winning new business while expanding existing

Qualifications

• Bachelor’s degree in Business, Logistics, or a related field preferred.
• 8–10 years in freight forwarding or international logistics with progression into senior commercial roles.
• Proven track record of managing and growing large, complex accounts with significant GP responsibility.
• Deep knowledge of airfreight (import and export), with exposure to ocean, customs, and/or warehousing preferred.
• Experience managing carrier and vendor negotiations at a senior level; strong CRM analytics.

Responsibilities

• Identify, target, and close new airfreight business opportunities across Atlanta and Southeast territories and assigned industry verticals.
• Build and maintain a robust pipeline of prospective accounts with documented opportunity stages in CRM.
• Prepare and present tailored proposals, support RFQs, and lead opportunity closure from qualification through contract.
• Represent Fracht at trade shows, industry events, and networking forums to build market presence.
• Partner with branch leadership to align BD activity with Fracht’s growth priorities.
• Own and grow a portfolio of large, complex, high-GP accounts across multiple trade lanes and service lines.
• Develop and execute multi-year account plans with defined growth targets and risk mitigation.
• Identify and pursue upsell and cross-sell opportunities aligned with client needs.
• Conduct regular QBRs and executive-level business reviews (min 2 per year per account).
• Ensure client attrition below 5% and achieve 90%+ customer satisfaction.

Skills

Strategic sales

Executive engagement

CRM proficiency

Negotiation skills

Networking

Education

Bachelor’s degree in Business

Logistics or related field

Tools

CargoWise

Salesforce

Job description

Position Overview

We are seeking an accomplished, commercially driven Strategic Account Manager (SAM) to lead accelerated growth across a portfolio of high-value, high-potential accounts. This is a senior-level hybrid role that combines outbound business development with deep strategic account ownership — focused on expanding revenue and GP across existing relationships while actively targeting and winning new airfreight business across the Atlanta and Southeast territories.

The SAM operates at the intersection of sales strategy and client partnership. Unlike account management roles focused primarily on retention, the SAM is expected to drive measurable growth — identifying expansion opportunities, leading cross-functional pursuits, and deepening Fracht’s footprint with a primary focus on airfreight, supported by our full range of service lines including freight forwarding, customs brokerage, drayage, and warehousing. This is a high-impact role for a seasoned logistics professional who brings an established network of client relationships in the Southeast market, a demonstrated ability to generate new business from that network, a strategic commercial mindset, and the credibility to engage at the executive level.

Knowledge Skills Requred

Integrity

Adhere to Fracht’s Core Values and Vision. Ability to operate in an open and honest manner and achieve a trusting and reliable relationship with team members, customers, and vendors. Ability to accept mistakes and learn from them without apportioning blame.

Flexibility

Learn and keep up to date with new developments, procedures, and regulations. Work efficiently in an environment with multiple shifting priorities.

Communication

Effectively listen and communicate clearly with team members, customers, and vendors. Ability to interpret and disseminate information promptly.

Problem Solving

Measure effectiveness in understanding problems and making timely practical decisions. Ability to work well in groups and/or individually to develop alternative solutions.

Accountability

Justify responsible actions and decisions to management. Be a reliable team player who can make accurate decisions with sense of urgency.

Duties And Responsibilities

Business Development & New Revenue

• Identify, target, and close new airfreight business opportunities across the Atlanta and Southeast territories and assigned industry verticals
• Build and maintain a robust pipeline of prospective accounts with documented opportunity stages in CRM
• Prepare and present tailored proposals, support RFQs, and lead opportunity closure from qualification through contract
• Represent Fracht at trade shows, industry events, and networking forums to build market presence
• Partner with branch leadership to align BD activity with Fracht’s strategic growth priorities

Strategic Account Management & Growth

• Own and grow a portfolio of large, complex, high-GP accounts across multiple trade lanes and service lines
• Develop and execute multi-year account plans with defined growth targets, expansion strategies, and risk mitigation
• Identify and pursue upsell and cross-sell opportunities aligned with each client’s evolving supply chain needs
• Conduct regular QBRs and executive-level business reviews (minimum 2 per year per account)
• Ensure less than 5% client attrition across managed portfolio and deliver 90%+ customer satisfaction

Client Relationship Management

• Serve as the primary senior commercial point of contact for all assigned strategic accounts
• Build deep relationships across multiple stakeholder levels within client organizations
• Proactively identify and resolve service issues before they impact client satisfaction or retention
• Collaborate with operations, pricing, and customer service teams to ensure seamless delivery

Pricing, Quoting & Profitability

• Lead pricing strategy and quoting for strategic accounts, balancing competitiveness with margin integrity
• Work closely with procurement and operations to ensure capacity alignment and service quality
• Monitor account-level GP performance and proactively address margin erosion
• Provide market intelligence and pricing feedback to inform Fracht’s commercial positioning
• Manage freight procurement including carrier rate negotiations, space allocations, and equipment availability to support account profitability and service commitments.

CRM & Reporting

• Maintain accurate records of all client interactions, pipeline activity, and account plans in CRM (CargoWise, Salesforce)
• Provide regular sales forecasts and pipeline visibility to branch and regional leadership
• Participate fully in SOP updates, pricing initiatives, and commercial planning processes

Education And/Or Work Experience Required

• Bachelor’s degree in Business, Logistics, Supply Chain, or a related field preferred
• Minimum 8–10 years of experience in freight forwarding or international logistics, with demonstrated progression into senior commercial roles
• Proven track record of managing and growing large, complex accounts with significant GP responsibility
• Deep knowledge of airfreight (import and export), with additional exposure to ocean, customs, and/or warehousing preferred
• Experience managing carrier and vendor negotiations at a senior level
• Strong command of CRM tools and sales analytics; proficiency in CargoWise preferred
• Demonstrated ability to engage and influence at the executive level, both internally and externally

Physical Requirements

• Safely and successfully perform essential job functions consistent with ADA, FMLA, and applicable federal, state, and local standards
• Maintain regular, punctual attendance
• Must be able to sit for prolonged periods in an office or desk environment
• Must be able to talk, listen, and speak clearly on telephone and video calls
• Occasional travel to client sites, branch offices, and industry events required

Diversity and Inclusion

We believe in creating an inclusive environment where everyone feels empowered and supported. We encourage individuals of all backgrounds, identities, and abilities to apply. We are committed to diversity and are proud to be an equal opportunity employer.