Position Overview

The Regional Air Freight Manager owns and leads all aspects of air freight performance, strategy, and business growth across assigned trade lanes and geographic territories (e.g., SouthCentral, Mountain and SouthWest/SoCal or designated regional trade lanes). This multi-dimensional role carries end-to-end financial accountability, down to Contribution Profit, while leading regional capacity procurement, bespoke door-to-door solution design, and go-to-market (GTM) commercial execution.

Serving as a key pillar of regional leadership, this role bridges global air freight strategy with local operational execution. You will act as a collaborative partner across cross-functional organizations (including Sales, Account Management, Global Procurement, Operations, Tech, and Finance) to expand market share, build strategic airline partnerships, and ensure flawless customer experience.

Key Responsibilities

1. Strategic Leadership & P&L Ownership

• Strategic Planning & Target Setting: Define and execute the region’s long-term air freight vision, program initiatives, focus lanes, and growth objectives in close alignment with Global Air strategy and regional leadership (GM).
• P&L & Financial Accountability: Own full financial performance (including Tonnage/Volume, Net Revenue, and Contribution Profit, e.g. Net Revenue minus Direct Costs) for assigned regional origin/destination combinations and trade lanes.
• Performance Governance & Metrics: Co-define annual budgets with General Management and actively participate in weekly business reviews (WBRs) to report on key metrics, yield performance, target adherence, and shortfall mitigation plans.
• Continuous Process Improvement: Drive operational efficiency and take-rate expansion by identifying structural bottlenecks, grounding decisions in rigorous data analysis, and driving initiatives to "build a better machine."

2. Capacity Procurement, Pricing & Solution Design

• Export & Import Solutioning: Fully own end-to-end export procurement, routing, and solution design for the region. Partner with overseas/origin air procurement managers to secure competitive import capacity, transit times, and door-to-door pricing tailored to client requirements.
• Airline Relationship & Vendor Management: Nurture and leverage executive-level relationships with regional and global airline carriers. Assess carrier performance, enforce service level agreements (SLAs), drive service quality improvements, and coordinate regional air trucking/drayage coverage.
• RFQ Sponsorship & Bid Management: Oversee custom door-to-door pricing structures for regional bids. Act as the executive sponsor for high-value global RFQs for top regional accounts, ensuring sharp, market-competitive solutions that protect margins.
• Contract Administration & Compliance: Own and manage carrier agreements, block space agreements (BSAs), and spot rates within the internal procurement database to guarantee accurate cost application and rate compliance across systems.

3. Business Development & Commercial Enablement

• Go-To-Market (GTM) Strategy: Serve as the default subject-matter expert for regional demand teams. Shape commercial strategies by identifying high-potential target verticals, providing qualified prospect lead lists, and guiding initial outreach.
• Client Acquisition & Executive Selling: Actively participate in regional commercial operating rhythms (pipeline reviews, top-of-funnel reviews, district sales meetings). Accompany sales teams on client visits, lead strategic pitch presentations, and help close complex enterprise deals.
• Account Retention & Expansion: Partner with Account Management to expand wallet share with existing clients through creative pricing, customized air charter/freight solutions, and proactive relationship management to prevent churn.
• Market Intelligence & Communication: Continuously monitor air cargo market dynamics, rate fluctuations, capacity constraints, and competitor positioning. Regularly communicate actionable market insights to local and regional sales organizations.

4. Operational Excellence & Local Culture

• Apprenticeship & Mentorship: Serve as a cultural pillar by coaching, training, and mentoring local teams across Operations, Customer Service, and Pricing to build deep regional expertise.
• Hands-on Operational Escalation: Utilize deep first-hand operational knowledge to step in when needed (troubleshooting quality issues, resolving execution breakdowns, and demonstrating end-to-end shipment handling best practices.)
• Internal & External Representation: Represent the Global Air Team in regional executive meetings and represent the company externally at industry conferences, vendor summits, and customer events.

Candidate Qualifications & Requirements

Experience

• Industry Experience: 7+ years of experience at a freight forwarder or in a similar field
• Solutioning & Pricing Expertise: 5+ years of direct experience designing complex, door-to-door air freight routing solutions and competitive pricing models for enterprise customers of varying sizes.
• Commercial & Executive Engagement: Proven track record in business development, senior-level client relationship management, and winning strategic RFQs.
• Network & Industry Rolodex: Established relationships with regional and global airline leadership, as well as an active client network within the region (highly preferred).

Skills & Competencies

• Financial & Analytical Acumen: Deep understanding of freight forwarding economics, P&L management, yield optimization, and data-driven decision-making.
• End-to-End Operational Knowledge: Direct, practical knowledge of air freight operations, TSA/security regulations, cross-border customs, carrier routings, and local drayage workflows.
• High Energy & Collaboration: Proactive, highly energetic leader capable of operating seamlessly across time zones, from coordinating with overseas procurement teams at night to negotiating with local vendors and clients during the day.
• Communication & Negotiation: Superior verbal, written, and presentation skills with a strong ability to influence internal stakeholders and external executive decision-makers.
• Education: Bachelor’s degree in Supply Chain Management, Logistics, Business Administration, Economics, or equivalent practical industry experience.

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