Head of Cargo

Overview

Role Purpose:

We are seeking an experienced and commercially driven Head of Cargo to lead and grow our cargo business unit in Cologne. This is a senior leadership position with full responsibility for operational performance, team management, and profit & loss (P&L). The ideal candidate will bring a strong freight forwarding background, preferably with proven expertise in time-critical logistics.

The key focus of this role is to drive the growth of our Time Critical Services portfolio, including OBC (On Board Courier), NFO (Next Flight Out), Direct Drive, and Charter solutions. You will play a pivotal role in expanding the client base in line with the company’s strategic vision.

Responsibilities

Accountabilities

• Lead, develop, and manage a team of cargo professionals, fostering a high-performance culture
• Own and manage the full P&L of the cargo business unit, delivering revenue and profitability in line with agreed targets
• Develop and execute sales strategies to grow the Time Critical services portfolio (OBC, NFO, Direct Drive, Charter)
• Build a strong and sustainable sales pipeline through proactive prospecting and market research across relevant industry verticals
• Actively target and win new customers, positioning the company as the preferred partner for time-critical logistics solutions
• Strengthen relationships with existing clients while identifying opportunities for cross-selling and expansion
• Provide tailored Time Critical solutions to both new and existing clients, ensuring high levels of service and responsiveness
• Collaborate with internal teams on ad-hoc projects and strategic initiatives
• Oversee day-to-day cargo operations across air, road, and multimodal freight forwarding activities
• Ensure compliance with all regulatory, safety, and operational standards
• Provide visible leadership to the Time Critical 24/7 team and also outside of the Air Partner Group – e.g. key customers, consumer reports/thought leadership and working with new product development, Sales, Technology and Marketing teams
• Attend and present at events and meetings with key influencers to generate business leads and raise the profile of Air Partner

Sales & Commercial Expectations

• Demonstrate proactive and consistent prospecting activity
• Apply strong procurement expertise to secure competitive and effective logistics solutions
• Creatively present customer-focused offers and solutions
• Exhibit strong commercial awareness and negotiation skills
• Maintain accurate and disciplined administration of the sales pipeline and processes

Qualifications

Candidate Requirements

• Minimum 10 years of experience in freight forwarding, with significant time in a leadership role
• Strong background in time-critical logistics preferred
• Proven track record of managing P&L and delivering revenue growth
• Experience leading and developing teams
• Deep understanding of cargo operations, particularly within air freight and urgent logistics solutions
• Strong commercial acumen and customer-focused mindset
• Excellent leadership, communication, and stakeholder management skills
• Fluent in German and English, other languages an advantage