Gauteng: Business Development Manager – Air & Sea Freight posted by Innovazi Consulting (Pty) Ltd

The Business Development Manager will be responsible for driving new business growth within the international freight forwarding division. This role requires a target-driven professional with strong expertise in air freight, ocean freight, trade lanes, pricing, and customer acquisition. The successful candidate will identify opportunities, design tailored logistics solutions, and convert prospects into long-term, profitable accounts.

Key Responsibilities
Business Development & Sales

• Identify, target, and secure new air and sea freight clients across South Africa and the SADC region
• Develop and execute structured sales plans aligned to revenue targets
• Build and manage a strong pipeline of prospects, opportunities, and tenders
• Conduct client meetings, presentations, and solution discussions with key decision-makers
• Convert opportunities into sustainable, profitable customer accounts
• Develop business across imports, exports, cross-trade, project cargo, and key international trade lanes

Commercial Management

• Prepare detailed proposals, quotations, and logistics solutions
• Participate in RFQs, tenders, and contract negotiations
• Collaborate with pricing and operations teams to ensure competitive and profitable offerings
• Protect margins and ensure alignment with profitability targets
• Maintain accurate pipeline reporting and client engagement records
• Support trade lane development and customer-specific pricing strategies

Client Relationship Management

• Build strong relationships with procurement teams, supply chain managers, and logistics decision-makers
• Conduct regular business reviews and identify opportunities for growth and service improvement
• Identify cross-selling opportunities across broader logistics services
• Act as a trusted advisor by understanding client supply chains and offering value-added solutions
• Support customer retention through proactive communication and service delivery

Market Intelligence

• Monitor market trends, competitor activity, freight rates, and service developments
• Provide market insights and feedback to support business strategy
• Represent the business professionally at client engagements and industry events

Requirements

• Minimum 5 years’ experience in air and sea freight business development
• Strong understanding of international freight forwarding, Incoterms, shipping documentation, and customs processes
• Proven track record of achieving revenue and gross profit targets
• Established network within freight forwarding or logistics is advantageous
• Strong commercial, negotiation, and presentation skills
• Ability to manage a pipeline independently and deliver results
• Valid driver’s licence and willingness to travel

Desirable Experience

• Experience selling import and export freight solutions
• Exposure to air cargo, ocean freight, LCL, FCL, breakbulk, or project cargo
• Experience across sectors such as retail, manufacturing, mining, FMCG, industrial, or automotive
• Exposure to integrated logistics solutions including clearing, road freight, and warehousing

Key Competencies

• Strong sales drive and hunter mentality
• Commercially astute and margin-focused
• Excellent communication and presentation skills
• Strong relationship-building ability
• Resilient, self-motivated, and target-driven
• Ability to translate complex logistics needs into practical solutions

Performance Indicators

• New business revenue and 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 services

Additional Information

• Regular client and site visits required
• Travel within South Africa and potentially into the SADC region may be required
• This role suits a high-performing, commercially driven individual who thrives in a growth-focused environment