Every week, CargoForwarder Global’s “Spotlight On…” series looks at a particular segment of the air cargo industry through the voice of someone working there. IT solutions companies provide the digital backbone of this complex industry, bringing visibility, paperless data exchange, customs processes, booking and handling support and much more to the complex world of air cargo. CHAMP is one of the few IT solutions providers that cover the entire stakeholder chain from airlines to ground handling agents (GHAs), general sales agents (GSAs), freight forwarders, software houses, and shippers. In other words: true end-to-end reach. This time, Zeta Loo, Head of Sales APAC at CHAMP Cargosystems, takes us through her responsibilities and shares her thoughts and advice for those looking to forge a career within this industry.
CFG: What is your current function? And what are your responsibilities?
ZL: I am CHAMP Cargosystems’ Head of Sales for the APAC region, which stretches from China in the north, to New Zealand in the south; from Bangladesh in the west to the middle of the Pacific Ocean; and everywhere in between.
Based in Singapore, I work closely with airlines and handlers across the region who want to overcome common challenges such as tighter margins, growing shipment volumes, increasing expectations around speed, visibility and compliance. My focus is on understanding each stakeholder’s operational pain points. Whether it’s fragmented systems, manual workflows, or limited data visibility, my aim is to help them identify the right digital solutions to optimize their cargo operations, unlock new efficiencies and support their business success through CHAMP’s comprehensive digital solutions – covering our cargo management portfolio and more. I also have the pleasure of managing the commercial relationship between CHAMP and some of our key customers.
CFG: What does a normal day look like for you? Or is there such a thing?
ZL: It can be very dynamic because I work across multiple countries and time zones, with customers from different backgrounds and cultures. Sometimes I travel to meet clients directly, while other times, I engage with them remotely, building relationships and trust while supporting sales discussions, commercial matters, and follow-ups. Throughout the day, I also work closely with global teammates on proposals, customer support, and problem-solving. Outside of work, I make it a priority to stay connected with my family daily, whether it’s having conversations during dinner or making time for calls when I’m traveling outside Singapore. Maintaining that balance helps keep me grounded and motivated.
CFG: How long have you been in the air cargo industry, and what brought you to it?
ZL: I have been fortunate to work in enterprise technology sales for the past 15 years. Before that, I started my career doing weight and balance and later worked with both a Cargo GSA and directly within an airline cargo department for several years. I’m grateful that CHAMP recognized the value I could bring to the air cargo industry through a combination of hands-on cargo experience and technology sales expertise.
Just another interesting fact here. When I was in my last regional technology sales job, I was in the position of a shipper and consignee that could never get proper status of my IT equipment delivery for my overseas implementations, that was also a real wakeup call of a comeback as it gave me an even deeper appreciation of the end-to-end challenges within air cargo. That’s why it’s especially rewarding today to see how solutions such as CHAMP’s premium tracking service are helping improve visibility and customer experience across the industry.
CFG: What do you enjoy most about your job?
ZL: There are so many aspects of my job that I enjoy. I gain huge pleasure from dealing with a diverse range of clients across my region and enjoy the opportunity to assist them improving their business processes through CHAMP’s extensive portfolio of solutions. I also work with a great group of colleagues and some outstanding individuals that help with my day-to-day responsibilities. One thing I appreciate about CHAMP is the diversity of our team. I work with talented colleagues from all over the world and really enjoy being part of such an international and diverse culture.
CFG: Where do you see the greatest challenges in our industry?
ZL: One of the greatest challenges is that air cargo involves many different stakeholders including airlines, ground handlers, freight forwarders, customs authorities, and so on, all operating across different systems and levels of digital maturity. Achieving seamless integration and real-time information sharing is not always easy. At the same time, customer expectations continue to increase. Businesses now expect faster responses, real-time tracking, automation, and greater transparency throughout the shipment journey. I do see strong momentum in the industry, especially with solutions involving automation, API connectivity, real-time tracking, and data-driven decision-making. Companies like CHAMP are playing an important role in helping the industry modernize and improve operational efficiency and customer experience.
CFG: What advice would you give to people looking to get into the air cargo industry? Any particular training they should aim for?
ZL: I would certainly recommend the air cargo industry to anyone seeking a career or career change. It is diverse and multi-faceted, whilst challenging and rewarding. And overall, it is fun!
As for training that new industry entrants should aim for:
When I started working in the airport and air cargo, I was a generalist, dealing with everything at the grass roots level of the businesses, with many manual processes. This experience was, to me, invaluable, helping me to understand the business and allowing me to develop along the way. What I learnt from my past roles holds me in good stead today because my practical experience helps me understand the issues my clients face. For any newcomers, should there be a chance to work on the shopfloor of a busy cargo operation to gain an understanding of the overall scope of the business, that is what I recommend.
At the same time, I believe we should not be afraid to improve the way things have always been done. Younger professionals today often have a very natural grasp of technology and can quickly identify ways to turn manual processes into something much more efficient.
If someone has a good idea, they should feel encouraged to raise it respectfully, explain the value clearly, and prove their case through results.
That is what I did previously, and it proved that continuous improvement and openness to new approaches are important for both personal growth and business success.
CFG: If the air cargo industry were a film/book, what would its title be?
ZL: I would call it ‘More Than Cargo’ because behind every shipment there is a business need, a customer expectation, or sometimes even something critical for people’s lives.
Thank you very much, Zeta!
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.
