CargoForwarder Global’s ‘Spotlight On…’ showcases a different segment of the air cargo industry every week and the many career paths it offers. General Sales and Service Agent (GSSA) companies specializing in managing cargo sales, logistics, and operational support for airlines, come in all shapes and sizes. ECS Group is the largest of these to date, with worldwide operations, hence its organizational structure is split into global regions. This ensures a focused execution of regional strategies, operational oversight for the area’s subsidiaries, and targeted market adaptation. Sharad Khuller (SK) is the Regional Director for APAC at ECS Group, and illustrates what his function entails, offering advice to those interested in entering the industry.
CFG: What is your current function and company? And what are your responsibilities?
SK: I’m the Regional Director APAC at ECS Group. My role centers around ensuring that our airline partners receive not only excellent service but also solutions specifically tailored to their needs. I am responsible for pitching for airline tenders and for designing customized commercial protocols that reflect each airline’s unique requirements and ambitions. Once awarded, I closely monitor the performance of our subsidiaries, always with a focus on adding value to our airline partners and helping them succeed in a competitive market.
CFG: What does a normal day look like for you?
SK: The beauty – or perhaps the challenge – of my day lies in its unpredictability. No two days are ever the same. As a GSA, we operate as the vital link between the airline and the freight-forwarders, ensuring that both sides’ needs are fully understood and met. One moment we are strategizing with an airline partner to optimize their cargo performance, the next we are solving urgent operational issues for freight forwarders. Our role is to anticipate needs, adapt quickly, and constantly balance commercial goals with outstanding service delivery. It’s this dynamic environment – and the opportunity to create real value for our customers every day – that makes the work so rewarding.
CFG: How long have you been in the air cargo industry, and what brought you to it?
SK: You could say I’ve come full circle. I began my career in air freight with KLM over 30 years ago. Initially, it was the strength of the brand that attracted me more than the industry itself. However, as I advanced through a variety of roles and regions over 14 years in cargo, I developed a genuine passion for the business. I later transitioned to the passenger side of aviation, where I spent another 14 years broadening my skills and experience. Each chapter significantly shaped my professional journey and allowed me to build invaluable relationships across the industry. Yet throughout my time in the passenger sector, I found myself missing the unique pace, energy, and connections that only the cargo world offers. In 2023, through a long-standing relationship in the cargo community, I returned to the sector – and it truly feels like coming home.
CFG: What do you enjoy most about your job?
SK: There are too many reasons to list, but if I had to sum it up: it makes me feel ALIVE every single day. The energy, the people, the challenges – they all keep me motivated and inspired.
CFG: What do you see as the greatest challenges in our industry?
SK: One of the greatest challenges in our industry today is navigating the rapid evolution of digitalization, the growing demands of e-commerce, and increasingly complex operational requirements – all while maintaining commercial performance.
Here in Asia, we face these challenges daily. What gives us a real edge is the strength of ECS Group’s global network and the tools we have access to. Internally, we use Apollo, a powerful market forecasting tool that helps us steer our commercial efforts in the right direction. We also rely on Quantum, our quoting platform, to streamline our processes and improve reactivity. On top of that, we work closely with external digital booking platforms and partners like CargoAi to maximize visibility and offer seamless access to capacity for our airline partners.
But beyond the tools, the real differentiator is the commercial strength of ECS Group’s subsidiaries worldwide. Being part of this ecosystem means we can align quickly, share best practices, and offer solutions that are both global and locally adapted. Our partners feel it – our proposals are sharper, more dynamic, and more efficient than what many local or independent players can provide.
That’s the power of being local with global backing.
CFG: What advice would you give to people looking to enter into the air cargo industry? Any particular training they should aim for?
SK: While hands-on experience remains critical in the air cargo industry, training plays an equally important role in building a successful career. It’s not just about learning on the job – it’s about continuously developing the right skills to stay competitive in a fast-changing market. At ECS Group, we strongly believe in investing in our people. Through our dedicated online training platform, Discovery, employees across the Group have access to continuous learning opportunities throughout their careers. Discovery allows our teams to regularly update and expand their skills, ensuring they are well-equipped to adapt to industry shifts and customer demands. For anyone looking to enter the air cargo industry, my advice is this: bring resilience, curiosity, and a willingness to learn. Formal training and technical skills will follow. Be prepared for the unexpected, and know that with the right mindset and support, you will be ready to handle it.
CFG: If the air cargo industry were a film/book, what would its title be?
SK: Planes, Trains & Automobiles (1987) – chaotic, unpredictable, and at times hilarious… but always moving forward, no matter what.
Thank you, Sharad!
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.
