What are the responsibilities and job description for the ABX Global Air Cargo & Government Sales Representative position at ABX AIR?
SUMMARY:
Responsible for generating new business and managing customer relationships across global air cargo, charter services, and government programs. This role focuses on identifying, developing, and securing revenue opportunities while leveraging industry expertise and navigating complex international markets influenced by geopolitical, economic, and regulatory factors. The position requires a strong understanding of airline operations, aviation regulations, and ancillary operational processes.
DUTIES AND RESPONSIBILITIES:
• Identify, develop, and close new sales opportunities within global air cargo, charter services, and government sectors, including DoD and other agencies
• Maintain and grow relationships with existing customers, including freight forwarders, brokers, integrators, and government contacts
• Prospect and develop new accounts utilizing an existing network and industry relationships ("book of business")
• Analyze global market trends, trade lanes, and geopolitical developments to identify risks and revenue opportunities
• Prepare and present customer proposals, including pricing strategies, operational scope, and contract terms
• Collaborate with internal teams (Operations, Planning, Finance, Maintenance, and Compliance) to ensure solutions are operationally feasible and commercially viable
• Represent ABX at industry events, trade shows, and customer meetings (domestic and international)
• Maintain awareness of international aviation regulations, market access requirements, and government-related processes impacting sales efforts
• Perform other duties as assigned
SUPERVISORY RESPONSIBILITIES: N/A
REQUIREMENTS:
• Industry network or book of business preferred
• CRAF / government charter experience preferred
• Familiarity with ACMI and hybrid operations preferred
• International market experience preferred
• Advanced degree preferred
• Bachelor’s degree in Business, Aviation, Logistics, or related field (or equivalent experience)
• Minimum of 5 years of experience in airline, air cargo, charter sales, or aviation-related business development
• Working knowledge of airline operations, charter sales, ACMI, and government contracting environments
• Understanding of FAA and international aviation regulations
• Proven ability to generate leads, close deals, and meet revenue targets
• Strong interpersonal and negotiation skills
• Ability to travel domestically and internationally