Air Freight Pricing & Product Manager

Position: Air Freight Pricing & Product Manager

1. Purpose of the Role

The Air Freight Pricing & Product Manager is responsible for developing and executing air freight pricing strategies, improving quotation competitiveness and profitability, and driving air freight product development across the Asia Pacific network.

The role works closely with Sales, Operations, Co-loaders and regional stakeholders to improve spot and RFQ win rates, strengthen pricing governance, and develop commercially viable air freight solutions that support sustainable business growth.

2. Key Responsibilities

A. Pricing Strategy & Governance

• Develop and maintain air freight pricing frameworks, including rate construction, margin guidelines and surcharge policies.

• Establish pricing approval guidelines, escalation thresholds and exception management processes.

• Develop competitive spot and RFQ pricing strategies while balancing win rates, capacity utilisation and profitability.

• Monitor market rates, airline capacity, general rate increases (GRIs), competitor pricing and market trends.

• Manage fuel, security, carbon and sustainable aviation fuel (SAF) surcharges in accordance with applicable requirements and company policies.

B. RFQ & Quotation Management

• Lead and coordinate RFQ submissions with Sales and relevant stakeholders.

• Review strategic and high-value quotations to ensure pricing competitiveness and commercial viability.

• Analyse shipment and customer profitability to support pricing decisions and continuous improvement.

• Improve quotation turnaround time, accuracy and pricing consistency.

C. Air Freight Product Development

• Develop, evaluate and launch air freight products and solutions based on customer and market requirements.

• Explore opportunities in time-definite services, e-commerce, temperature-controlled cargo, dangerous goods and consolidation solutions.

• Manage the product lifecycle, including product performance reviews, enhancements and discontinuation where appropriate.

• Work with Sales, Operations and Marketing to develop go-to-market strategies for new products.

• Support the expansion of air freight products and solutions across Asia Pacific trade lanes.

D. Systems, Data & Digitalisation

• Manage pricing tools, rate-loading processes and quotation workflows.

• Analyse pricing, revenue, yield and profitability data to support business decisions.

• Identify opportunities for pricing automation, workflow optimisation and system improvements.

• Collaborate with IT and relevant teams on digitalisation initiatives and system enhancements.

E. Stakeholder Management & Team Development

• Collaborate with Sales, Operations, Finance, Compliance and Legal on pricing and product-related matters.

• Coordinate with airlines, co-loaders and other business partners on rates, capacity and product development.

• Work closely with China-based headquarters and regional teams on pricing strategies, product development and business coordination.

• Lead and develop the pricing team, where applicable, and strengthen regional pricing capabilities.

• Prepare regular pricing, product performance and profitability reports for management.

3. Key Performance Indicators (KPIs)

• Air freight revenue and gross profit achievement.

• Spot quotation and RFQ win rates.

• Yield and gross profit per chargeable kilogram.

• Pricing compliance and exception management.

• Revenue contribution from new and existing air freight products.

• Quotation turnaround time and pricing data accuracy.

• Adoption and effectiveness of pricing tools and automated workflows.

4. Qualifications & Experience

• Bachelor's degree in Logistics, Supply Chain Management, Business, Economics or a related discipline.

• 3–5 years of relevant experience in air freight forwarding or airline cargo, including at least 3 years in pricing, revenue management or product management.

• Good understanding of air freight pricing structures, chargeable weight, IATA standards, TACT rates, CASS settlement and applicable dangerous goods regulations.

• Familiarity with airline capacity management, air freight market dynamics and Asia Pacific trade lanes.

• Strong analytical skills, with advanced Excel proficiency and experience using pricing systems, transportation management systems (TMS) or data analytics tools.

• Experience in developing or launching air freight products or solutions is an advantage.

• Previous team leadership experience is an advantage.

• Fluent in English. Mandarin proficiency is an advantage to facilitate communication and coordination with China-based headquarters teams on pricing, product development and regional business matters.

5. Core Competencies

• Strong commercial acumen and pricing judgement.

• Analytical thinking and data-driven decision-making.

• Good negotiation, communication and stakeholder management skills.

• Ability to balance pricing competitiveness, customer requirements and profitability.

• Strong organisational skills and ability to manage multiple priorities.

• Proactive, independent and results-oriented working style.

• Team leadership and capability development skills.