Challenge Group is an international Group of companies within the Aviation industry. The group is experiencing significant growth, and as a result we are seeking to recruit a Business Development Manager to join our team. Whilst reporting to the Head of Network Planning, Alliances & Revenue Management, the Business Development Manager will drive commercial growth by developing key customer relationships, identifying new market opportunities, and supporting innovative cargo product solutions.
Responsibilities include:
Customer & Key Account Development
* Identify and engage high-potential freight forwarders, integrators, and direct shippers.
* Support onboarding of strategic accounts in new or emerging markets.
* Build and maintain long-term customer relationships to support the launch of new lanes or services.
* Partner with the Sales team to tailor offerings and improve service differentiation based on customer needs.
Sales Support & Revenue Enablement
* Map out General Sales Agents (GSAs) and customers in new markets for tonnage and yield potential.
* Provide commercial insights, market data, and lead intelligence to Sales teams.
* Contribute to RFQs, strategic bids, and high-value client engagements.
* Work closely with Revenue Management to align pricing and capacity with high-potential windows of opportunity.
Product Development & Innovation
* Develop and launch value-added cargo solutions (e.g., express, industry-specific verticals, last-mile services).
* Integrate market research and client feedback into product development and enhancements.
* Support the rollout of digital tools such as e-booking, shipment tracking, and e-AWB.
* Ensure product feasibility and integration within existing digital infrastructure.
Education:
* Minimum requirement: BA in Economy/ Industrial Engineer or equivalent degree in relevant subject.
Experience, Skills and Personal Attributes:
* 5+ years of experience in business development, key account management, or commercial roles in air cargo, logistics, or freight forwarding.
* Strong commercial acumen with a deep understanding of cargo sales cycles and customer dynamics.
* Experience with RFQs, pricing strategy, and digital product enablement.
* Excellent communication, negotiation, and stakeholder engagement skills.
* Self-starter with a strategic mindset and the ability to execute with speed and precision.
* A high-level of English is required together with high interpersonal communication skills.
* Teamwork ability.
* Work under pressure.
* Order and organization abilities.
* Willingness to travel.