We're looking for an International Business Development Manager, Global Carrier Commercials to identify, develop, and shape new air carrier partnerships across trans-Pacific and US-to-LATAM routes. This is a builder role - you'll scan the market for the right partners, model the economics of new air products, manage competitive sourcing processes, and prepare the commercial framework for large-scale negotiations.
You will work at the intersection of aviation, logistics, and commercial strategy - turning market opportunities into flyable capacity. You'll manage RFPs end-to-end, evaluate carrier bids on cost, capability, and network fit, and develop compelling business cases that inform multi-million-dollar sourcing decisions.
Key job responsibilities
- Research and map the international air cargo carrier market across trans-Pacific and US-LATAM routes, identifying potential new airline partners and capacity opportunities
- Build and maintain relationships with airline commercial, cargo, and leadership teams, positioning Amazon Air as a partner of choice
- Partner closely with Network Planning, Finance, Legal, Operations, and internal Amazon divisions (Leo, AWS, Devices, Robotics) to ensure commercial strategies align with capacity needs and demand signals
- Develop business cases and investment recommendations for new international air products, supported by data and financial modeling
- Design and manage competitive RFP processes - drafting requirements, issuing documents, evaluating responses, and presenting recommendations
- Model air product economics including ACMI and charter pricing structures, fuel pass-through mechanisms, utilization scenarios, and total cost-to-serve across multiple route options
- Compare and benchmark carrier bids on commercial terms, operational capability, fleet suitability, and risk profile
- Prepare negotiation strategies, term-sheets, and supporting analysis for senior commercial leads
- Contribute to the standardization of BD processes, playbooks, and tools across the Global Carrier Commercials team
- Track market dynamics - carrier financials, fleet movements, regulatory changes, and competitive activity - to inform sourcing timing and strategy
About the team
Global Carrier Commercials (GCC) is accountable for all elements of air carrier strategy, contracts, and spend across Amazon Air's global network of air carrier partners - in North America, Europe, Asia, and LATAM.
This team rolls up to the broader Fleet, Aviation Sourcing, and Technical (FAST) organization, which integrates fleet management, carrier commercials, tech ops, ground sourcing, and business intelligence to implement a comprehensive global cargo network strategy - driving partner performance and innovation to enhance safety, reduce carbon emissions, and expand faster lower-cost delivery.
BASIC QUALIFICATIONS
- Bachelor's degree in business economics, engineering, analytics, mathematics, statistics, information technology or equivalent
- 3+ years of developing, negotiating and executing business agreements experience
- Experience building and managing financial models for business forecasting and problem solving
- Experience delivering complex, data-driven recommendations to senior leaders
- 3+ years of experience in air cargo, airline commercial/sales, aviation sourcing, or international logistics
PREFERRED QUALIFICATIONS
- 5+ years of business development, partnership management, or sourcing new business experience
- MBA degree or above in related fields
- Proven record of identifying and closing new supplier or partner relationships in aviation or logistics
- 5+ years of experience in air cargo, airline commercial/sales, aviation sourcing, or international logistics
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, WA, Bellevue - 82,700.00 - 144,700.00 USD annually
