Business Development Manager- Air Charter

Accelerate your career at RXO

RXO is a leading provider of transportation solutions. With cutting-edge technology at the center, we're revolutionizing the industry with our massive network and commitment to finding solutions for every challenge. We create more efficient ways for shippers and carriers to transport goods across North America.

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

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

Our Culture

Our values are the key to our unique culture and our ability to deliver for everyone we serve.

We do great things when we are inclusive and work together. To perform with excellence, we learn from one another, value diverse perspectives, operate safely and build strong relationships.

The Next Step

Ready to join our team? We'd love to hear from you. Fill out an application now and join our talent community to learn about future opportunities. We are proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. The above statements are not an exhaustive list of all required responsibilities, duties, and skills for this job classification. Review RXO's candidate privacy statement here and RXO's Privacy Notice to California Job Applicants here .