Business Development Manager - Freight Forwarding

My client is an established global logistics organization looking to add an experienced Business Development Manager to its international freight forwarding division. This is a 100% remote, US-based sales position focused specifically on developing new business across international air and ocean freight.

The role is designed for an experienced freight forwarding salesperson who understands international trade, knows how to develop importer and exporter relationships, and has a proven history of generating profitable new business.

This is not a domestic truck brokerage sales role. The primary focus of this position is international air and ocean freight forwarding.

As Business Development Manager, you'll take ownership of developing new international freight forwarding customers across the United States.

You'll prospect, build relationships and win business with importers, exporters, manufacturers, distributors and other organizations moving freight internationally.

You'll work directly with supply chain, logistics, transportation, procurement and senior business leaders to understand their international shipping requirements and develop solutions around their trade lanes, volumes, service expectations and commercial objectives.

You'll have the backing of an established international logistics infrastructure while retaining the autonomy expected of an experienced business development professional.

• Develop new business across international air and ocean freight
• Prospect and win new importer and exporter accounts
• Build and maintain a strong pipeline of qualified international freight opportunities
• Identify companies with regular international shipping requirements
• Develop relationships with Logistics Directors, Supply Chain leaders, Transportation Managers, Procurement teams and senior decision-makers
• Conduct discovery around international trade lanes, shipment volumes, Incoterms, service requirements and current logistics challenges
• Develop tailored freight forwarding solutions based on individual customer requirements
• Sell ocean freight solutions across FCL and LCL, imports and exports
• Develop international air freight business across both imports and exports
• Prepare and present commercial proposals to prospective customers
• Negotiate pricing and commercial agreements
• Manage opportunities from initial prospecting through to implementation
• Work closely with international operations, pricing and customer service teams when developing solutions
• Support the successful onboarding of newly acquired customers
• Continue developing accounts after implementation to identify additional trade lanes and opportunities
• Maintain accurate pipeline and sales activity within CRM
• Consistently work towards revenue and gross profit objectives
• Stay informed on international freight markets, capacity, rates and global supply chain developments
• Attend customer meetings where appropriate while otherwise operating remotely

• 6+ years of freight forwarding sales or business development experience
• Strong experience selling international air and ocean freight
• Proven track record of independently winning new customers
• Established relationships with importers and/or exporters
• Strong understanding of international freight forwarding
• Knowledge of global trade lanes and international shipping processes
• Understanding of ocean FCL and LCL services
• Strong understanding of international air freight
• Familiarity with Incoterms and international transportation terminology
• Strong commercial awareness and understanding of freight margins
• Experience developing medium and large shipper accounts
• Confidence engaging senior and C-suite decision-makers
• Strong prospecting, negotiation and closing skills
• Ability to…