Job Title: BCO Head (Branch Commercial Sales Head)Location: Delhi / NCR
Experience Required: 10–15 years in Air Freight
Role Overview
We are looking for an experienced and result-driven BCO Head to lead and oversee the commercial operations of our branch. This role will be responsible for driving operational excellence, ensuring profitability, managing key client relationships, and leading cross-functional teams to achieve business objectives.
Key Responsibilities- Lead and manage end-to-end branch commercial operations, ensuring efficiency, accuracy, and compliance
- Own branch P&L, driving revenue growth, yield improvement, and cost optimization initiatives
- Drive direct shipper business development, focusing on acquiring and growing key accounts
- Build and maintain a strong sales pipeline, ensuring consistent conversion and revenue generation
- Develop and implement pricing strategies aligned with market trends, customer requirements, and profitability targets
- Take ownership of RFQs, tenders, and key customer negotiations to secure high-value business
- Collaborate closely with Sales, Operations, and Finance teams for seamless execution and customer satisfaction
- Oversee customer relationship management, ensuring high service standards, retention, and wallet-share growth
- Monitor market intelligence, competitor pricing, and industry trends to identify new opportunities
- Identify and penetrate new trade lanes, industries, and customer segments
- Ensure alignment between pricing, operations, and service delivery for optimal customer experience
- Monitor and enhance process efficiency, productivity, and service delivery KPIs
- Ensure adherence to regulatory and compliance requirements
- Lead, mentor, and develop a high-performing team across sales, pricing, and operations
- Handle escalations and ensure timely resolution of operational or commercial issues
Key Skills & Competencies- Strong leadership and team management capabilities
- Proven track record in direct shipper acquisition and business development
- Strong commercial acumen with expertise in pricing, costing, and margin management
- Excellent negotiation and deal-closing abilities
- Deep understanding of freight forwarding, trade lanes, and logistics operations
- Ability to balance sales aggression with operational feasibility and profitability
- Strong stakeholder management and communication skills
- Data-driven mindset with ability to analyze market trends and pricing dynamics
- Ability to thrive in a fast-paced, target-driven environment
Preferred Qualifications & Experience- Graduate/Postgraduate in Business, Logistics, Supply Chain, or a related field
- Proven experience in handling branch P&L along with direct sales ownership
- Strong experience in pricing, RFQs, and customer negotiations
- Prior leadership experience within logistics/freight forwarding industry preferred
What We Offer
- Opportunity to lead and scale business operations
- Dynamic and growth-oriented work environment
- Competitive compensation and career progression
