Strategic Sales Manager; Forwarding

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge - big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries.

We are proudly part of Japan Post -

The Strategic Sales Manager ( a Hunter ) is responsible for driving the growth, retention, and expansion of a portfolio of strategic freight forwarding accounts while identifying and securing new business opportunities. This role plays a critical part in positioning Toll as a preferred logistics partner by developing strategic account roadmaps, increasing share of wallet, and building strong relationships with key customer stakeholders.

The successful candidate will lead strategic customer engagement initiatives, drive business development activities, and collaborate cross-functionally to deliver sustainable revenue growth, operational excellence, and long-term customer partnerships across local, regional, and international markets.

Location Preference:
We are seeking candidates located in or willing to work from New York, New Jersey, the Ohio Valley region, Texas, or the Pacific Northwest.

• Develop and execute strategic account plans aligned with commercial objectives and customer supply chain strategies.
• Identify opportunities to grow revenue, increase product penetration, and expand share of wallet within existing strategic accounts.
• Build and maintain a robust sales pipeline by pursuing new business opportunities and acquiring targeted strategic accounts.
• Establish and manage opportunity roadmaps that position Toll as a preferred logistics and freight forwarding partner.
• Lead or support high-level customer negotiations, contract discussions, and account governance activities.

• Build strong executive-level relationships with customers and key decision-makers.
• Develop multi-level engagement strategies by connecting customer stakeholders with relevant internal subject matter experts and leadership teams.
• Engage prospects proactively to identify customer needs and convert opportunities into long-term partnerships.
• Drive customer retention, satisfaction, and loyalty through strategic account engagement and value creation.

• Provide direction, coaching, and support to ensure the successful execution of strategic account objectives.
• Foster a high-performance, customer-focused culture built on collaboration, accountability, and continuous improvement.
• Partner closely with Commercial, Operations, Product, and Finance teams to deliver profitable and sustainable customer solutions.
• Collaborate with local and international stakeholders to strengthen customer relationships and support business growth initiatives.

• Maintain an accurate and healthy pipeline within CRM systems, ensuring timely reporting and opportunity management.
• Establish RFQ planning calendars and engage relevant product teams to align solutions with customer requirements and growth strategies.
• Drive the implementation of SOPs, governance frameworks, and best practices across strategic accounts.
• Monitor account performance, identify improvement opportunities, and lead initiatives that enhance operational efficiency and service delivery.

• Bachelor's Degree in Business, Logistics, Supply Chain Management, or a related discipline.
• Minimum 7 years of experience in freight forwarding, logistics, supply chain.
• Proven track record of managing complex strategic accounts, driving revenue growth, and securing new business opportunities.
• Strong knowledge of international and domestic logistics, including air freight, ocean freight, customs, and supply chain solutions.
• Demonstrated experience in business development, sales hunting, and strategic customer acquisition.
• Strong commercial acumen with the ability to analyze market opportunities, customer data, and business performance metrics.
• Advanced proficiency in CRM platforms (e.g., Salesforce) and Microsoft Office applications, particularly Excel and PowerPoint.
• Excellent communication, negotiation, influencing, and stakeholder management skills.
• Resilient, adaptable, culturally aware, and capable of operating effectively within a dynamic and fast-paced environment.

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is wha