In our popular podcast series, cargo.one Founder & Co-CEO Moritz Claussen hosts candid chats with visionary leaders from all across the air logistics world, uncovering their formative experiences and most prized advice. Subscribe today!
cargo.one:one kicks off 2026 with a bounty of hard-won insights and upbeat life advice from a well known, globally experienced, and popular network builder – Carmen Rodriguez Paniagua, Group Head of Agent Network for Air & Sea at LEMAN. With many learnings and perspectives to share with us, Carmen is the ideal guest to energize and inspire!
Carmen had a very different initial plan for her career. Always fascinated by international business and the intersection of law and business, Carmen studied extensively with training in law in both Malaga and Genoa, as well as a Masters in International Business & Management. A constant has been a love of travel and the opportunity to “get exposed to different cultures” which she admits will always “enrich my soul”. Carmen reflects: “I studied logistics in my Masters but I never imagined that I would do it”.
After starting work within a Spanish fashion company, she enjoyed working inside the export department, helping to open new markets and develop the business. However, having achieved a scholarship and specialization in Asian markets in Shanghai, Carmen soon found she was in hot demand to help Chinese agents with the export of goods to Latin American markets. Having only planned to stay one year, she “loved it” and would stay in China for seven years “studying the agent business”. She recalls epic consignments such as road bookings from China to Spain. She explains: “It shaped everything in me – my professional side but also my personal side”.
The base of everything – people
Once immersed in logistics, Carmen soon felt a huge rapport with forwarders in the region and the energy around global supply chain work: “It was destiny…I found logistics. And I got addicted to this industry. I fall in love deeply with that.” Carmen would develop into a highly successful agent network builder – providing a catalyst for successful and resilient agent collaborations globally.
Enjoy the full length episode, here:
Carmen breaks down for us the core principles behind effective, high performance partnerships: “You need to put, of course, contracts in place and a lot of paperwork, right? That's logic. But also to put a plan in what you want to fulfill together.” Carmen likens her role to that of “an octopus – connecting different sides and helping them work together”. She points towards the importance of “aligning” the teams and “putting little steps in the right direction” towards “achieving the same goals”.
“I have always been linked to the agent business and I have learned during the years that the base of everything is people – it's trust and it's built up together.”
Carmen Rodriguez Paniagua
She explores how large forwarders like LEMAN often work effectively with smaller, local heroes and agents around the world, provided these are “the right agent, with similar DNA…the same mindset”. Small and mid-sized players can often deliver highly value-added services, and great experiences by “being close to clients with that human touch”. She points out: “Because when you have a problem, yes, the structure is great, but you need someone to help you solve it, right? Well, that's very important.”
Carmen underlines how in addition to the logical “contracts in place…and a lot of paperwork”, her strategy uses “human connection to develop that trust” and a shared understanding of best practice and what progress looks like. It is a valuable business asset to be able to rapidly assess a partner and “know the values, know this person”. For example, she highlights how “the human touch is very important” and the “chance to sit with someone face to face” will always be a valuable experience.
Collaboration success will depend upon knowledge sharing, work and commitment towards the same direction: “Are you able to link sales teams? Are you able to explore pricing together? Are you able to do more digitalization connections…So it's a 360 approach, right? But the center of everything is…we are speaking the same language and same DNA and relationship because you need to build up that trust”.
When considering the value creation from digitalization, Carmen “can’t wait to learn more” about AI use cases that help to “prioritize and focus”, but underlines the critical importance of “going to the source” and ensuring data quality assurance: “We need to make sure that we have good quality of data and also good communication with the clients and even agents.” She sees an optimal blend between automated elements “related to operations, process, milestones, notifications…the same with quotations” combined with the “human touch” to generate maximum customer value.
Encouraging young talent
Carmen has a ton of encouragement to share with young talent considering a career in logistics. She advises them to be bold and take risks to find the rewards: “Believe in yourself, and surround yourself with good people and a good team…and push yourself, grow up and trust others a lot”.
“There is no dream that is too big for you, right? Trust in yourself and be surrounded by people that really want to support you and believe in you. And just keep going. Be patient. Be kind.”
Carmen Rodriguez Paniagua
Carmen’s career journey from law to logistics reflects the culture of curiosity, experimentation and dedication that drives the entire air cargo ecosystem every day: “Yes, it’s hard, but keep going. Don’t think you are going to get a No…You could always get a Yes, so keep going.” She jokes that “I would do 100% the same” – the sign of a truly fearless and inspiring logistics leader.
Want to know who Carmen has taken inspiration from? Tune into Episode 14 now to find out! 🤩
cargo.one:one features many more exciting guests in the series. If you enjoyed this episode, stay tuned to our blog or subscribe using your favorite podcast platform including Spotify, Apple podcasts, Amazon Music, iHeartRadio, Castbox and more.
