Executive Director - Freight Management

We are currently looking to appoint an Executive Director to build, launch and lead a new Freight Forwarding business from inception. The successful candidate will take end-to-end ownership of the business build, covering commercial strategy, regulatory and legal establishment, international network development, office and infrastructure deployment, carrier sourcing, sector propositions, technology implementation and full P&L performance. The mandate is to translate the approved Target Operating Model into a scalable, commercially successful multimodal freight forwarding operation spanning Air, Ocean, Road, Customs Brokerage and Contract Logistics.This is a genuine build-and-operate leadership mandate within a major group undergoing significant transformation. The role requires an individual who can combine strategic leadership and long-term business design with a highly practical, hands-on approach to execution.Our client, headquartered in Dubai, is a leading semi-government conglomerate with a significant regional presence.Key Responsibilities:Develop and execute the roadmap for launching the Freight business, converting the approved Target Operating Model into clearly defined implementation phases covering organisational design, recruitment, capabilities and operational readiness.Lead all UAE licensing and regulatory requirements, including mainland and free-zone structures where appropriate, customs brokerage approvals, financial guarantees and bonds, IATA cargo accreditation, FIATA membership, NVOCC requirements where relevant, and appropriate freight liability insurance.Establish the physical operating footprint, including gateway locations, CFS and bonded warehouse solutions, transport resources, yards and regional hub infrastructure.Own the selection and deployment of the core freight management technology platform, such as CargoWise or an equivalent solution, integrating finance, operations, CRM, shipment visibility and reporting from the outset.Define the international network model, determining the optimal balance between directly owned locations and strategic agency partnerships based on target trade lanes, anticipated volumes and commercial priorities.Lead the establishment of overseas entities and offices in priority markets, including market assessment, location selection, incorporation, licensing, leadership recruitment and commercial launch.Develop a robust international partner ecosystem across Air, Ocean and Road freight, negotiating agreements covering exclusivity, reciprocity, commercial terms, profit sharing, credit exposure, service standards, liability and compliance.Establish processes for integrating international partners into the Group's systems, operating procedures and governance framework.Utilise established freight forwarding networks, including organisations such as WCA, Pangea or comparable platforms, to accelerate global reach during the initial growth phase while the proprietary network is developed.Manage international network performance, partner relationships, commercial disputes and inter-office financial settlements.Develop a genuine cross-trade proposition, enabling the business to manage shipments between international third-party markets in addition to UAE-originating import and export activity.Lead strategic procurement relationships with airlines, shipping lines, road carriers and other logistics providers across all modes, including airfreight rates, block space and charter arrangements, ocean service contracts, NACs, co-loading agreements and GCC cross-border trucking.Create and commercialise a differentiated multimodal product suite covering airfreight consolidation, LCL and buyer's consolidation, FCL, sea-air solutions through Dubai, breakbulk and out-of-gauge cargo, charter services and regional road freight corridors.Launch scheduled consolidation services across priority trade corridors such as Europe–UAE, Asia–UAE, Africa, the Indian subcontinent and intra-GCC markets, supported by appropriate pricing, tariff and yield management structures.Establish procurement controls covering carrier allocations, rate management, seasonal capacity planning and mechanisms designed to protect gross margins.Maintain full accountability for the Freight business P&L, including revenue generation, file-level profitability, gross profit, EBITDA, working capital, DSO, budgeting and forecasting.Build the commercial organisation, including field and inside sales, trade-lane specialists, tender and RFQ teams, pricing functions and CRM/pipeline management disciplines.Introduce appropriate sales governance, quotation controls, performance measures and incentive structures to support sustainable revenue growth.Define customer segmentation across global strategic accounts, regional key accounts, SMEs and internal Group volumes, developing differentiated commercial and service propositions for each segment.Lead the acquisition, implementation and retention of strategic customers, including SLA development, customer governance, QBR structures and mobilisation plans for new accounts.Establish customer credit, onboarding and receivables processes in partnership with Group Finance, ensuring disciplined commercial risk management.Develop specialist industry propositions aligned with regional market opportunities, with particular emphasis on Oil & Gas and Energy Projects; Automotive; Perishables and Food Logistics; E-commerce and Retail; Government and Defence; Industrial Projects; Pharma and Healthcare; and Events and Exhibitions.For each priority vertical, establish the required leadership capability, develop tailored solution frameworks, obtain relevant certifications and accreditations, and build an initial portfolio of reference customers.Develop a dedicated project logistics capability covering route engineering, method statements, route surveys, lifting and handling plans, marine warranty requirements and project cargo risk controls.Establish end-to-end multimodal operating procedures, including SOPs, milestone controls and performance dashboards covering shipment profitability, data integrity, operational service levels and customer KPIs.Embed appropriate HSE, trade compliance and governance standards from launch, including sanctions screening, export controls, denied-party checks, anti-bribery controls, dangerous goods procedures and management systems aligned with ISO 9001, ISO 14001 and ISO 45001 principles.Create a control tower and customer service model capable of providing enhanced visibility and support for strategically important accounts, including 24/7 coverage where required.Lead the digital transformation of freight operations through automated shipment milestones, electronic documentation, customer-facing portals and API integrations with carriers, customs and other logistics stakeholders.Build the organisational structure in line with the approved workforce plan, recruiting and developing the leadership team and broader workforce in partnership with Group HR.Establish capability development, talent management and succession frameworks to support the long-term growth of the business.Provide regular executive reporting on launch progress, operational milestones, commercial performance, financial results and key risks to the GCEO and Group leadership.Act as the senior external representative for the Freight business with major customers, airlines, shipping lines, transport providers, customs and port authorities, free zones and relevant industry organisations.Knowledge, skills & experience:Bachelor's degree from a recognised university; an MBA or relevant postgraduate qualification would be advantageous.Minimum 15 years' experience within freight forwarding or international logistics, including at least 5 years operating at Country Manager, Regional Head, Managing Director or equivalent level with direct P&L ownership.Strong evidence of successfully launching, transforming or scaling a freight forwarding operation, ideally involving greenfield establishment, market entry, international network development or significant business turnaround within the GCC.Extensive commercial experience negotiating international agency partnerships, airline and ocean carrier agreements and strategic logistics relationships.Comprehensive multimodal knowledge covering Air, Ocean, Road, Customs Brokerage and Contract Logistics, with a strong understanding of trade-lane development, consolidation, cross-trade and forwarding products.Demonstrable success in establishing and growing at least one specialist logistics vertical, such as project cargo, automotive, perishables, government or another comparable sector, into a commercially sustainable business.Proven track record of delivering significant revenue, gross profit and EBITDA objectives, ideally with responsibility for a business generating USD 50M+ in annual revenue.Experience implementing freight management platforms such as CargoWise or comparable systems, alongside experience managing organisations of 100+ employees.Entrepreneurial and entrepreneurial-minded approach, with the confidence to create processes, infrastructure and teams where established systems do not yet exist.Strong commercial instincts combined with rigorous financial, operational and risk management discipline.Highly effective negotiator with established relationships across airlines, shipping lines, transport providers and international forwarding networks.Demonstrated ability to attract, lead and develop senior management teams across multicultural and geographically diverse environments.Strong executive presence and credibility when engaging with C-suite leaders, government entities, regulators, carriers and major customers.Fluency in English is essential; Arabic language capability would be an advantage.