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Key Responsibilities
1. Strategy and P&L
Build and execute the annual air freight plan: volume, gross profit, lane and customer
mix.
Own the air freight budget and P&L; track margin per lane, per customer and per
carrier, and take corrective action when targets slip.
Identify new products and markets (perishables, pharma, DG, e-commerce, project
cargo) and decide where to invest.
2. Sales and key accounts
Lead sales for direct
shippers and key accounts; join tenders, annual contract
negotiations and business reviews.
Work with the sales team and overseas agents to grow volume on the main lanes
(HCM/HAN to Europe, North America, Northeast Asia, Middle East).
Set sales targets and pipeline review routines for the team.
3. Pricing and carrier procurement
Negotiate BSA, allotment, spot and contract rates with airlines and GSAs; secure space
for peak season.
Approve buy and sell rates, surcharges and special quotations; protect margin without
losing competitiveness.
Maintain the rate database and weekly market review.
4. Operations and service quality
Oversee booking, consolidation, handover, tracking, documentation and claims
handling for export and import.
Set and monitor service KPIs: on-time handover, cargo damage rate, claim cost,
customer complaints.
Coordinate with customs, airport terminals, trucking and handling partners.
5. Compliance and risk
Ensure compliance with IATA regulations, DGR, airline and airport security rules (TSA,
ACC3), and Vietnam customs requirements.
Manage credit, cargo and claims risk with Finance and Legal; support internal and
customer audits.
6. Team leadership
Hire, coach and evaluate the team; set clear KPIs and a development path for each role.
Build a stable second layer of managers and a succession plan.
Work with other business units (sea freight, customs, contract logistics) on cross-
selling.