Bachelor's degree or equivalent work/military experience
5+ years in logistics, transportation, or Air Charter services
Experienced in high-urgency or time-critical sales environments
Responsibilities
Drive revenue growth with targeted sales strategy for urgent shipments
Expand relationships with key customers to identify high-margin charter opportunities
Manage full sales cycle with rapid response in high-urgency settings
Develop partnerships with charter operators to enhance service delivery
Collaborate with operations on aircraft sourcing and pricing strategies
Implement pricing strategies for spot charter requests
Establish performance metrics to track success and drive improvements
Benefits
Comprehensive medical, dental, and vision plans
401(k) retirement plan with up to 5% company match
Pre-tax accounts for 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
Full Job Description
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
