Business Development/Commercial Manager - International Cargo

Tokyo Permanent ¥8,000,000 - ¥12,000,000 per year Foreign Multinational Work from Home or Hybrid
  • First hire in Japan
  • Global corporate culture

About Our Client

Our client is a global top 10 logistics provider company. They operate in over 650 offices across more than 155 countries worldwide with over 180K employees.

In Japan, they are known for their unique company culture of hiring. In the previous year, they only hired fresh graduates in the company. Now, they would like to open the opportunity for you who already have some working experience in the related industry in this newly launched business.

Job Description

  • Primary owner of the commercial relationships with current and prospective company's Customers in their local, country level, and region including leading commercial negotiations
  • Drives local, country, and regional commercial activity ensuring the delivery of targeted revenue growth
  • Owns local relationships with global and key accounts, forging and maintaining relationships with executive-level leadership as well as key gateway managers
  • Identify opportunities in underserved markets to the Regional and Head of Commercial and Network Planning
  • Perform regular competitive landscape reviews at all online points incl. to lead new route and market development for the company's air cargo
  • Maintains local export, country, and regional sales pipeline, monitoring win-loss ratio
  • Regularly report on commercial activities and results to the Regional and Head of Commercial and Network Planning
  • Utilize data to analytically steer regions sales teams and GSA's
  • Manages local GSA reservations ensuring correctly represented flight booking and remaining capacity
  • Manages GSA and in-house sales teams, ensuring that they are meeting sales activity KPIs and service level and contractual compliance
  • In addition to owning and leading all local, and country and supporting the regional commercial activity, the Commercial Manager will also provide significant input into the end-to-end commercial process - integrating market expectations, network, and capacity planning, product strategy, and sales channel definition to ensure MAC offers the quickest speed to market with an innovative and complete service offering
  • Capitalize on market seasonality and supply chain market volatility with a focus on perishable goods, Pharma, and supply disruptions including identifying additional capacity opportunities for the Director of Air Freight and Head of Commercial
  • Launch routes and stations including coordinating necessary GSA representation, systems set‐up, and training
  • Manage GSA performance ensuring revenue targets are exceeded while complying with the business policies, practices, and procedures
  • Coordinate with Legal/ Finance Departments on functions including but not limited to; monthly cargo sales reporting, and credit facilities
  • Collaborate closely with air pricing teams to ensure volume growth while optimizing profitability
  • Tactical interface with GSA 's ensuring day-to-day operational success
  • Define seasonal opportunities to maximize profit and minimize load disruption
  • Gather and disseminate market data
  • Ensure sales teams and GSA's have tools required for success

The Successful Applicant

  • Bilingual Japanese & English
  • People management working experience in the air cargo business
  • Extensive knowledge and experience with AMCI, Charter, and dedicated lift solutions

What's on Offer

  • First hire in the new business unit in a top global company
  • A career with global responsibility at a young vibrant & well-respected company
  • Attractive benefits include flexible working conditions
  • A strong diverse and inclusive company culture
Abiyan Arfani
Quote job ref
Phone number
+813 6832 8953

Job summary

Sales Manager/Director/VP
What is your area of specialisation?
Transport & Distribution
Job Type
Consultant name
Abiyan Arfani
Consultant phone
+813 6832 8953
Job Reference
Company Type
Foreign Multinational
Work from Home
Work from Home or Hybrid

Diversity & Inclusion at Michael Page

We don't just accept difference - we celebrate it. We encourage applicants from all backgrounds to apply for this role and are committed to building inclusive, diverse workplaces where everyone can thrive. If you require any support or reasonable adjustments during the recruitment process, please let us know.