CargoForwarder Global’s ‘Spotlight On…’ brings a different section of the air cargo industry to the fore each week, illustrating the broad choice of careers available. One core segment in the industry is the role of General Sales Agents (GSA) or Cargo Sales Agents (CSA), who promote and sell cargo capacity on behalf of airlines that would otherwise not have a local sales presence. GSAs offer market expertise, local insights, and cost-effective, faster market penetration. This week, Victor Vladovich takes us through his role as Business Development Director at Far East Aviation, his view of the air cargo industry and advice for those looking to enter it.
CFG: What is your current function and company? And what are your responsibilities?
VV: I am the Business Development Director at Far East Aviation JSC (FEA), a trusted GSA/CSA in Vietnam’s air freight market. My responsibilities include developing airline partnerships and identifying new business opportunities for Vietnamese exporters to go global.
Vietnam is strongly export-oriented, with a growing demand for cargo capacity in the U.S. and European markets. After living and working in Vietnam for over 18 years, I am proud to contribute to the global reach of products “Made in Vietnam”, supporting the country’s economic momentum through reliable, strategic air cargo solutions.
CFG: What does a normal day look like for you?
VV: No two days in air cargo are the same – and that’s what keeps it exciting. A typical day involves engaging with airline partners, analyzing market opportunities, and coordinating with freight forwarders and key players in the logistics chain. I’m often balancing multiple time zones and priorities while focusing on building relationships, solving problems, and exploring new ways to add value for our partners.
It’s a fast-paced, people-driven environment that constantly challenges me to think globally and act with precision.
CFG: How long have you been in the air cargo industry, and what brought you to it?
VV: I joined the air cargo industry over a year ago through my current role at FEA. However, I bring over 20 years of experience in business development across various sectors in Vietnam and internationally.
What drew me to this industry was its global impact, logistical complexity, and fast-moving nature. It was a strategic transition where I could apply my strengths in partnership-building, market expansion, and multilingual communication to a field critical to international trade and economic growth. Air cargo perfectly blends my passion for business, culture, and cross-border collaboration.
CFG: What do you enjoy most about your job?
VV: What I enjoy most is creating meaningful connections and driving long-term value. Whether opening new trade lanes, matching airline capacity with market demand, or aligning the goals of multiple stakeholders, I find satisfaction in turning complexity into clarity – and ideas into action.
I’m also passionate about working with people from different cultures and backgrounds. The global nature of air cargo keeps me learning and evolving every day.
CFG: What do you see as the greatest challenges in our industry?
VV: The air cargo industry faces several key challenges today:
- Managing capacity volatility in response to shifting global demand
- Accelerating digital transformation while dealing with outdated systems
- Balancing sustainability goals with cost-effective operations
- Attracting and developing new talent who can lead the next phase of growth
As the world becomes more interconnected, our industry must remain agile, collaborative, and forward-thinking to stay competitive.
CFG: What advice would you give to people looking to enter into the air cargo industry? Any particular training they should aim for?
VV: Start with curiosity and a willingness to learn. The air cargo industry offers endless opportunities for adaptable, proactive, and solution-oriented people.
I recommend gaining knowledge in logistics and supply chain management while also building communication and negotiation skills – both are crucial. Certifications like IATA’s air cargo programs are valuable, but real-world experience, relationship-building, and cultural awareness are just as necessary.
CFG: If the air cargo industry were a film/book, what would its title be?
VV: “The World in Motion: Stories Behind the Shipments”
Air cargo is often unseen, yet it plays a vital role in connecting people, markets, and industries. Behind every shipment is a story – of urgency, trust, and collaboration. It’s a global system constantly in motion, where timing and reliability make all the difference.
Thank you, Victor, for those insights!
If you would like to share your personal air cargo story with our CargoForwarder Global readers, feel free to send your answers to the above questions to cargoforwarderglobal@kopfpilot.at We look forward to shining a spotlight on your job area, views, and experiences.
