Business Development Manager

Business Development Manager – USA
Confidential Global Freight Forwarder

Location: Flexible/Remote, United States
Industry: Freight Forwarding | Air & Ocean | Customs Brokerage | Global Supply Chain Solutions

Position Summary:
We are seeking a results-driven Business Development Manager to capture and expand market share for a major international freight forwarder. This role requires a proven hunter who can originate, develop, and close new business across the full scope of air, ocean, and customs services. You will be empowered to build a high-value client portfolio, leverage global capabilities, and execute a consultative, performance-driven sales strategy.

Core Responsibilities:

• Target, qualify, and secure new business opportunities across all U.S. regions, focusing on mid-market and enterprise clients in key industries such as retail, industrial, manufacturing, and consumer goods.

• Develop and execute a robust sales strategy aligned with organizational trade lane strengths, carrier partnerships, and emerging supply chain trends.

• Engage directly with key decision makers, utilizing Challenger and SPIN sales techniques to identify needs, develop tailored solutions, and build long-term commercial partnerships.

• Oversee the full sales cycle from prospecting to onboarding, ensuring seamless integration with operations, compliance, and customer service teams.

• Stay ahead of market trends, regulatory changes, and carrier shifts, positioning the organization as a consultative leader and value creator in global forwarding.

• Negotiate pricing, service agreements, and contract terms, ensuring all commercial activity is structured for margin protection and sustainable growth.

• Maintain accurate pipeline reporting and CRM discipline, ensuring sales activity is fully transparent and measurable.

• Represent the business at trade shows, networking events, and industry forums to maximize brand visibility and drive lead generation.

Requirements:

• Minimum 3 years of business development or outside sales experience in international freight forwarding or 3PL.

• Expertise in air and ocean freight, customs clearance, and integrated supply chain solutions.

• Proven track record of acquiring and developing mid-market and enterprise accounts.

• Strong commercial acumen, negotiation skills, and executive-level communication.

• CRM and digital sales tool proficiency.

• Ability and willingness to travel nationally as required.