Business Development Manager Airfreight

About the Role

AJEX is seeking a Business Development Manager Airfreight to join their team in Riyadh, Saudi Arabia. This full-time role is responsible for strategic and key account business development, with a primary focus on AJEX Airfreight solutions. The position drives profitable revenue growth by acquiring new customers and expanding existing accounts through domestic and international airfreight services, including express, consolidated, and time-critical air cargo. The role also involves cross-selling the full AJEX portfolio to maximize customer share of wallet, with an expected salary of SAR 600,000 per month in airfreight business.

Role Context and Objectives

The Business Development Manager Airfreight is accountable for achieving a defined monthly Airfreight revenue target, supplemented by additional revenue from cross-selling other AJEX business units. Key objectives include maintaining a healthy and fully documented CRM pipeline and ensuring the rapid ramp-up of new contracts. This role reports to the Regional Sales Manager and collaborates closely with Operations, Solution Design, Pricing, Finance, and Customer Service to deliver effective and sustainable customer solutions.

Key Responsibilities

• Achieve and exceed monthly Airfreight revenue targets and agreed gross margins, maintaining Airfreight as the primary focus.
• Generate additional revenue by cross-selling the full AJEX portfolio (Network, FTL/PTL, Fulfillment, Life Science, Project logistics) to new and existing customers, in cooperation with business unit specialists.
• Identify, qualify, and acquire new customers in the Airfreight segment, focusing on e-commerce, pharma and healthcare, automotive, industrial, oil and gas, and high-value retail.
• Develop airfreight solutions with Operations and carrier partners, covering routing, capacity, transit times, and customs handling.
• Build competitive and margin-secure quotations based on current carrier rates and respond to spot and tender requests within agreed lead times.
• Lead complex tenders and RFQs end-to-end, including solution design, commercial proposals, and contract negotiation.
• Act as a role model and mentor for Business Development Executives, sharing best practices and supporting joint customer meetings.
• Develop existing accounts through regular business reviews, upselling, and contract extensions; identify downtraders and implement recovery plans.
• Win a minimum of 5 new customers per month, ensuring first revenue within 7 days of signature and reaching the expected revenue run rate within 3 weeks.
• Conduct a minimum of 5 joint customer visits per month with Operations to ensure solution quality, onboarding, and retention.
• Record all visits, opportunities, quotations, and contracts in the CRM on the same day.
• Present pipeline, forecast vs. target, downtraders, lost customers, new contracts, and open contracts without revenue in weekly team meetings and 1:1 Jour Fixe.
• Apply the AJEX escalation rule for unanswered communications within 24 hours.
• Collaborate with Finance and the Collection Team to ensure correct billing, credit terms, and on-time payment for assigned customers.

Qualifications and Experience

Candidates for this role should possess 5-10 years of relevant experience in business development within the airfreight sector. A proven track record of achieving revenue targets and managing key accounts is essential.

Key Performance Indicators

• Monthly Airfreight revenue against target.
• Monthly cross-selling revenue from other AJEX business units.
• Number of new customers won per month (minimum 5).
• Time to first revenue (maximum 7 days) and time to expected run rate (maximum 3 weeks).
• Weighted pipeline coverage against monthly target and forecast accuracy.
• Number of customer visits and joint visits with Operations (minimum 5 joint visits per month).
• Downtrader and lost customer rate within the assigned portfolio.
• CRM compliance (same-day updates, data completeness).
• Gross margin per account and Days Sales Outstanding (DSO) of the portfolio.
• Number and value of strategic accounts and tenders won.

Work Environment

This is a full-time position based in Riyadh, Saudi Arabia, requiring close collaboration with various internal departments including Operations, Solution Design, Pricing, Finance, and Customer Service.