Business Development Manager - Air & Sea

A leading logistics and supply chain provider is seeking a dynamic Business Development Manager to drive growth in their Air Freight and Sea Freight divisions. The company delivers integrated freight forwarding, customs clearing, road freight, fleet, warehousing, contract logistics and cross-border solutions across South Africa, the SADC region and international markets. They are in an exciting growth phase, strengthening their commercial team to support larger customers, stronger service delivery and sustainable long-term expansion.

The Business Development Manager will be responsible for driving new business growth within the international freight forwarding division. This is a commercially focused, target-driven role for a professional with proven experience in Air Freight, Ocean Freight, international forwarding, trade lanes, pricing, customer acquisition and account development. You will identify opportunities, design tailored freight solutions and convert prospects into long-term, profitable accounts.

Business Development & Sales

• Identify, target and secure new Air Freight and Sea Freight customers across South Africa and the

SADC region.

• Develop and execute a structured sales plan aligned with monthly, quarterly and annual targets.

• Build and maintain a strong pipeline of prospects, opportunities and active tenders.

• Conduct customer meetings, presentations and solution discussions with key decision-makers.

• Convert new business opportunities into profitable and sustainable customer accounts.

• Develop opportunities across import, export, cross-trade, project cargo and international trade lanes.

Commercial Management

• Prepare professional commercial proposals, quotations and service solutions.

• Participate in RFQs, tenders and contract negotiations.

• Collaborate closely with pricing, operations and management to ensure competitive and profitable

solutions.

• Protect gross profit margins and ensure new business aligns with company profitability expectations.

• Maintain accurate records of opportunities, customer interactions and pipeline status.

• Support the development of trade lane strategies and customer-specific pricing models.

Customer Relationship Management

• Build long-term relationships with customers, procurement teams, supply chain managers and logistics

decision-makers.

• Conduct regular customer reviews and identify areas for service improvement and growth.

• Identify cross-selling opportunities across customs clearing, road freight, warehousing, contract

logistics and cross-border solutions.

• Act as a trusted logistics advisor by understanding customer supply chains and proposing value-added

solutions.

• Support customer retention through consistent communication and proactive problem-solving.

Market Intelligence

• Monitor market trends, competitor activity, rates, service levels and emerging trade lane opportunities.

• Provide feedback to management on customer requirements, market challenges and growth

opportunities.

• Represent the company professionally at customer meetings, networking events and industry forums.

• Participate in RFQs, tenders and contract negotiations.

• Collaborate closely with pricing, operations and management to ensure competitive and profitable

solutions.

• Protect gross profit margins and ensure new business aligns with company profitability expectations.

• Maintain accurate records of opportunities, customer interactions and pipeline status.

• Support the development of trade lane strategies and customer-specific pricing models.

Minimum Requirements

• Minimum 5 years' proven experience in Air Freight and Sea Freight business development.

• Strong understanding of international freight forwarding, Incoterms, shipping documentation and

customs processes.

• Proven track record of achieving sales and gross profit targets.

• Strong commercial, negotiation, presentation and relationship-building skills.

• Ability to work independently, manage a pipeline and deliver measurable results.

• Valid driver's licence and willingness to travel for customer visits.

Desirable Experience

• Experience selling import and export freight forwarding solutions.

• Experience with air cargo, ocean freight, LCL, FCL, breakbulk or project cargo solutions.

• Experience working with customers in retail, manufacturing, mining, FMCG, industrial or automotive

sectors.

• Exposure to customs clearing, road freight and integrated logistics solutions.

• Existing network within the logistics, freight forwarding or supply chain market (highly advantageous).

Key Competencies

• Strong sales discipline and hunter mentality.

• Commercially astute and margin-focused.

• Excellent communication and presentation skills.

• Strong customer relationship management.

• Resilient, self-motivated and target-driven.

• Ability to understand complex logistics requirements and convert them into practical, value-adding

solutions.

Key Performance Indicators

• New business revenue generated

• Gross profit growth

• Number of new customers secured

• Pipeline value and conversion rate

• Tender and RFQ success rate

• Customer retention and account growth

• Cross-selling performance across the company's service portfolio

Travel Requirements

Regular customer visits and operational site visits within South Africa and, where applicable, the SADC region may be required depending on business needs.

Will be shared with shortlisted candidates.

This opportunity is being managed exclusively by Apexire — South Africa's specialist AI-powered recruitment partner for logistics, freight forwarding, supply chain and sales roles.

We connect exceptional talent with leading companies in the industry. All applications and candidate

information are handled with strict confidentiality.

To apply: Submit your CV and cover letter to ***email_hidden***.

The company is committed to considering candidates fairly and professionally in line with business

requirements and applicable employment practices. The ideal candidate will demonstrate integrity,

professionalism, accountability and the ability to contribute to the company's next phase of growth.