Customs Brokerage Sales Executive

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.