Description:
This role requires a proven B2B sales track record in freight forwarding, strong negotiation skills, objection handling expertise, and the ability to manage the full sales cycle from prospecting to closing and account expansion. The ideal candidate is a top 10% sales performer, experienced in selling into growing markets and excelling in outbound sales, rate negotiation, and client retention strategies.
Key responsibilities will include, but are not limited to:
Sales & Business Development
- Proactively identify, target, and acquire new clients in the US & Canadian markets through cold calling, LinkedIn outreach, and email campaigns.
- Develop and maintain a structured sales pipeline, ensuring a consistent flow of high-quality leads.
- Negotiate freight rates and service agreements, ensuring competitive pricing while maintaining profitability.
- Manage the full sales cycle, from prospecting and qualification to contract negotiation and deal closure.
- Handle objections effectively, addressing concerns about pricing, transit times, and competitive alternatives.
- Stay ahead of market trends, competitor pricing strategies, and supply chain challenges to enhance sales positioning.
Account Management & Client Retention
- Develop and maintain long-term relationships with key clients to maximize repeat business.
- Implement upsell and cross-sell strategies, expanding client accounts with additional freight services.
- Assess client needs, measure service performance, and introduce new logistics solutions.
Freight & Logistics Expertise
- Demonstrate a strong understanding of global freight operations, including trucking (LTL, FTL), ocean freight (FCL, LCL), air freight, warehousing 3PL, customs clearance, and regulatory compliance.
- Utilize Transportation Management Systems (TMS) to manage shipments, optimize routing, and provide clients with thought leadership.
- Collaborate with internal operations and pricing teams to ensure seamless customer service execution.
Technology & Sales Process
- Leverage CRM platforms and prospecting tools such as Salesloft, Apollo, and HubSpot to track leads and automate follow-ups.
- Use a consultative sales approach to uncover client pain points and position-tailored freight solutions.
- Work within a structured, performance-driven environment, consistently meeting and exceeding sales targets.
Qualifications:
- 5+ years of successful B2B sales experience, preferably in freight forwarding or logistics sales.
- Proven ability to sell into growing markets within the US & Canada.
- Expertise in negotiating freight rates and contracts, with a keen understanding of pricing strategies and profitability management.
- Experience in account management, upselling, and cross-selling, with a focus on client retention.
- Proficiency in TMS platforms, CRM systems, and sales automation tools.
- Exceptional communication, negotiation, and relationship-building skills.
- Fluent in English (written and spoken), with strong business acumen and presentation skills.