Position Summary
The Customs Brokerage Sales Executive will be responsible for generating new business through prospecting, networking, referrals, industry research, and relationship development.
The ideal candidate has a strong understanding of Canadian customs brokerage, import/export processes, and international trade, combined with a proven ability to sell B2B and B2C logistics services.
Key Responsibilities
Business Development & Sales
- Identify, prospect, and develop new business opportunities within target industries.
- Build and maintain a strong sales pipeline of prospective customers.
- Conduct outbound prospecting through telephone calls, email, LinkedIn, networking, referrals, and industry events.
- Meet with business owners, Supply Chain Managers, Logistics Managers, Import/Export Managers, Procurement professionals, and other key decision-makers.
- Understand prospective customers' import/export requirements and identify opportunities to improve their customs and logistics processes.
- Present and sell customized customs brokerage and logistics solutions.
- Prepare proposals, pricing, presentations, and sales agreements.
- Negotiate pricing and commercial terms while maintaining company profitability.
- Follow up consistently with prospects throughout the sales cycle and convert opportunities into new accounts.
- Develop relationships with existing customers to identify opportunities for additional services.
Customs & Logistics Solutions
- Sell customs brokerage services for commercial imports and exports.
- Develop an understanding of customers' customs requirements, shipment volumes, commodities, and trade lanes.
- Work closely with internal operations and customs teams to ensure solutions presented to customers can be effectively delivered.
- Stay current with changes affecting customs regulations, international trade, and cross-border transportation.
Account Management
- Build strong, long-term relationships with newly acquired and existing customers.
- Conduct regular account reviews and identify opportunities for growth.
- Maintain accurate customer and sales information within the CRM.
- Monitor sales activity, pipeline development, conversion rates, and revenue targets.
- Work collaboratively with internal teams to resolve customer concerns and ensure a high level of service.
Qualifications & Experience
- 3–5+ years of B2B sales experience within customs brokerage, freight forwarding, transportation, or logistics.
- Demonstrated success in new business development and hunting for new accounts.
- Strong knowledge of Canadian customs brokerage and import/export processes.
- Existing relationships within the importing, exporting, manufacturing, distribution, retail, or e-commerce sectors would be an asset.
- Strong understanding of the sales cycle from prospecting through closing.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Highly motivated, self-directed, and results-oriented.
- Strong organizational and time-management skills.
- Valid driver's license and willingness to travel locally for client meetings.
