Regional Head, Airfreight Pricing & Product Management

Job Summary:

Lead the regional airfreight pricing strategy and product portfolio to drivecompetitive win rates, sustainable profitability and customer growth. Establishcommercial governance, lead strategic RFQs and tenders, enhance spot quotationcapabilities, and develop differentiated airfreight products aligned withmarket and customer requirements.

Job Description:
Pricing & Commercial Management

• Establish and maintain the regional airfreight pricing framework, including pricing principles, minimum margin, approval authorities, escalation thresholds and governance.
• Lead pricing strategy for major RFQs and tenders, balancing market conditions, carrier costs, capacity, customer requirements and profitability.
• Guide country pricing and sales teams on competitive pricing, customer opportunities and RFQ risks; review and approve strategic or exceptional pricing within delegated authority.
• Lead or coordinate pricing for strategic and multinational customer tenders, working with Global and Country teams to secure competitive origin and destination rates.
• Ensure consistency across spot, RFQ and contracted pricing and drive improvements in spot quotation processes and win rates.
• Partner with IT/System and Sales teams to enhance spot quotation tools, workflows and data capabilities.
• Conduct post-tender analysis to identify win/loss drivers and improve future pricing strategies and commercial outcomes.

Airfreight Product Management

• Act as the regional airfreight product specialist, supporting Sales and country teams on product, pricing, capacity and market developments.
• Monitor regional market trends, including capacity, rates, fuel surcharges, peak seasons, new services and market disruptions, and translate insights into commercial actions.
• Identify opportunities to leverage SF Airlines/O3 capacity and other network capabilities as competitive advantages.
• Lead the development of differentiated airfreight products and solutions, including standard, priority and express services, new routings, multimodal solutions, peak-season programmes and specialised cargo solutions such as dangerous goods, temperature-controlled, high-value and e-commerce.
• Identify opportunities for cross-business solutions and product bundling, including relevant trade finance and insurance offerings.
• Establish consistent airfreight product standards across regional markets and support solution design for complex and multinational customers.
• Develop and deliver training for Sales teams on airfreight products, pricing principles, capacity and market developments.

Job Requirement:

• Minimum 10 years experience in air freight forwarding, pricing, commercial management or product management, with regional or multi-market exposure.
• Strong expertise in airfreight pricing, RFQ/tender management and product development.
• Proven experience managing complex or multinational customer tenders and commercial solutions. Strong commercial understanding of buy and sell rates, GP/kg, yield, margin and profitability.
• Experience with CargoWise or comparable freight forwarding systems is advantageous.
• Strong analytical and commercial judgement, with the ability to translate market intelligence and data into actionable decisions.
• Strong project management, stakeholder engagement and influencing skills across regional and country teams.
• Proficient in written and spoken English.