Head of Cargo Commercial

Location:
Hong Kong Employment Type: Full-time Department: Cargo Commercial Reporting To: Chief Commercial Officer (CCO)

About the Role
We are looking for an experienced Head of Cargo Commercial to lead the commercial development and growth of our cargo charter business in Hong Kong. This is a senior commercial role requiring strong hands-on experience in cargo charter brokerage and charter sales, together with an established network across the China and wider Far East freight forwarding and aviation markets. The successful candidate will be responsible for driving revenue, developing key customer and supplier relationships, leading the commercial team, and identifying opportunities to expand the business across the region.

Key Responsibilities
• Lead cargo charter sales and commercial business development across Hong Kong, China and the wider Far East.
• Drive cargo charter sales, revenue growth and commercial performance.
• Develop and maintain strong relationships with freight forwarders and cargo customers across China, Japan and South Korea.
• Build and maintain strong relationships with cargo airlines, freighter operators and other aviation suppliers, particularly within the Chinese market.
• Identify, develop and convert new cargo charter opportunities.
• Lead and manage a team of cargo brokers and account managers, setting commercial objectives and supporting performance.
• Work closely with operations to ensure commercially agreed charters are executed effectively and customer expectations are met.
• Develop pricing, commercial strategies and account plans aligned with revenue and profitability objectives.
• Prepare and execute business development plans for the China and wider Far East markets.
• Identify opportunities to expand the business into Thailand, Cambodia, Vietnam and other relevant regional markets.
• Monitor market developments, customer requirements, competitor activity and available freighter capacity.
• Build and maintain a strong pipeline of opportunities and provide accurate commercial forecasts to senior management.
• Negotiate commercial terms with customers and suppliers while protecting revenue and margins. What We’re Looking For
• Proven experience in cargo charter brokerage and cargo charter sales.
• Strong hands-on experience in originating, negotiating and closing cargo charter business.
• Established network across the China and wider Far East freight forwarding and cargo aviation market.
• Strong relationships with cargo customers, freight forwarders and aviation suppliers.
• Strong supplier and freighter operator relationships, particularly within the Chinese market.
• Proven experience managing revenue targets, commercial pipelines and business performance.
• Previous experience leading cargo brokers, account managers or commercial teams.
• Sound understanding of cargo charter operations and the end-to-end charter process.
• Strong commercial, negotiation and business development skills.
• Ability to develop and execute practical market expansion strategies.
• Good understanding of the Far East cargo market, with the ability to develop opportunities across Southeast Asia.
• Excellent English communication and stakeholder-management skills.
• Mandarin and/or Cantonese would be an advantage.
• Aviation, cargo, logistics or related professional qualifications/certifications would be an advantage.
• Candidates currently based in Hong Kong are preferred. What Success Looks Like
• Achievement of agreed cargo charter revenue and profitability targets.
• Growth in cargo charter bookings and successfully executed business.
• Development and conversion of new customer and freight-forwarder accounts.
• Growth and retention of key customer relationships.
• Expansion and strengthening of the supplier and freighter operator network.
• A strong commercial pipeline with reliable revenue forecasting.
• Achievement of commercial team objectives and development of a high-performing team.
• Increased charter activity across China and the wider Far East.
• Development of new business opportunities across Thailand, Cambodia, Vietnam and other strategic markets. Why Join Us? This is an opportunity to take a senior commercial leadership role in a growing cargo aviation business, with direct responsibility for business development, customer and supplier relationships, team performance and regional market expansion. If you have a strong track record in cargo charter brokerage and are well connected across the China and Far East cargo market, we would like to hear from you.