As a Business Development Manager - Air Charter at RXO, you will be responsible for the strategic planning, tactical execution, and ongoing optimization of initiatives that drive revenue growth and sales effectiveness within our time-critical Air Charter business. This role focuses on expanding customer relationships, developing high-value solutions for urgent logistics needs, and strengthening our carrier network to deliver best-in-class service.
What your day-to-day will look like:- Drive Air Charter revenue growth by developing and executing a targeted sales strategy focused on time-critical, AOG (Aircraft on Ground), expedited, and high-value shipments
- Cultivate and expand relationships with key customers (including automotive OEMs, suppliers, and industrial manufacturers) to identify urgent and high-margin charter opportunities
- Manage the full sales cycle from lead generation through pricing, proposal development, and close-ensuring rapid response times in a 24/7, high-urgency environment
- Develop and maintain strategic partnerships with charter operators and carriers to expand capacity options, optimize coverage, and improve speed-to-quote and execution
- Collaborate with operations and procurement teams to ensure alignment on aircraft sourcing, pricing strategy, service feasibility, and execution for all customer opportunities
- Build and execute pricing strategies for spot charter requests, including aircraft type selection, routing, repositioning, fuel considerations, and margin optimization
- Identify and implement scalable sales playbooks for repeatable charter use cases (e.g., plant shutdown recovery, cross-border expedited moves, production line support)
- Partner with cross-functional teams (sales, operations, capacity, and leadership) to improve processes, increase win rates, and enhance customer experience
- Establish and track performance metrics (KPIs) such as win rate, margin per flight, revenue growth, response time, and customer retention
- Support cross-border charter opportunities, including coordination with customs and compliance teams for international shipments (e.g., U.S.-Mexico air movements)
- Lead business reviews with customers and carrier partners to assess performance, identify improvement opportunities, and expand programmatic growth
- Complete ad hoc projects and strategic initiatives to support broader Air Charter and Specialized growth objectives
At a minimum, you'll need:- Bachelor's degree or equivalent related work or military experience
- 5+ years of experience in logistics, transportation, or Air Charter / expedited services
- Demonstrated experience in high-urgency or time-critical sales environments
It'd be great if you also have:- MBA or other advanced degree
- 7+ years of experience in logistics, transportation, or Air Charter
- 5+ years of leadership or team management experience
Does this sound like you? Check out what else RXO has to offer.Why Join Us: Our Benefits - Comprehensive medical, dental, and vision plans
- 401(k) retirement plan with up to 5% company match
- Pre-tax accounts to help streamline eligible expenses
- Company-paid disability and life insurance
- Employee Assistance Program (EAP)
- Career and Leadership Development Programs
- Paid time off, company holidays, and volunteer days
