Available Positions: 3
Location: Toronto, ON | Texas, USA | Pennsylvania, USA - based on assigned region
Reports To: Sr. Director
Employment Type: Full-Time
About Ecom Logistics:
Ecom Logistics is a technology-driven fulfilment and freight solutions provider serving D2C brands and B2B shippers across North America. Our operations span two integrated companies: Ecom Fulfilment Inc. and Ecom Freight Inc., giving clients end-to-end visibility from the warehouse floor to the last mile. We are recruiting three Sales Managers to own regional territories as we expand across Canada and the United States.
Position Overview
Ecom Logistics is seeking a driven, relationship-focused Business Development Manager to grow our fulfilment, warehousing, and freight business within an assigned region.
This is a hunter-focused role for someone who thrives on identifying opportunities, building a qualified pipeline from the ground up, and closing new business. You will target direct-to-consumer (D2C) e-commerce brands and business-to-business (B2B) shippers, owning the full sales cycle from initial outreach through signed agreement and onboarding.
The ideal candidate combines sales ability, operational understanding, and strong interpersonal judgment. You listen carefully, ask thoughtful questions, and communicate solutions clearly to clients with varying levels of logistics expertise. You build credibility through preparation, honesty, and follow-through, setting realistic expectations and making commitments the business can deliver.
Key Responsibilities
Business Development & Pipeline Management
- Identify, prospect, qualify, and close new clients across D2C e-commerce and B2B shipping markets within your assigned region.
- Build a qualified sales pipeline through consistent outreach, networking, referrals, and targeted account development.
- Independently manage the full sales cycle, from first contact and discovery through proposal, negotiation, and signed agreement.
- Achieve monthly, quarterly, and annual revenue targets established by the Senior Director.
- Develop territory plans with clear account priorities, activity metrics, and measurable 90-day milestones.
- Maintain accurate CRM records, opportunity stages, next steps, and revenue forecasts.
- Produce realistic forecasts based on evidence, client readiness, and deal probability.
Client Engagement & Solution Selling
- Conduct discovery calls and consultations to understand each prospect’s fulfilment, warehousing, freight, and service requirements.
- Listen attentively, ask clarifying questions, and confirm your understanding before recommending a solution.
- Present tailored Ecom Fulfilment and Ecom Freight solutions that address client needs and clearly demonstrate value.
- Explain processes, pricing, implementation requirements, and service expectations in language appropriate to the client’s level of expertise.
- Recognize changes in client tone, engagement, or priorities and adjust your approach thoughtfully.
- Develop accurate proposals and communicate service capabilities and limitations honestly.
- Validate capacity, pricing, implementation requirements, and service commitments with operations before finalizing agreements.
- Coordinate a thorough onboarding handoff to operations and account management.
- Maintain an active client relationship during the first 90 days to support a successful transition and establish a foundation for long-term partnership.
Market Intelligence & Collaboration
- Monitor competitor activity, pricing trends, and market developments to identify opportunities and inform sales strategy.
- Provide monthly pipeline and forecast updates to leadership, highlighting progress, risks, and support required.
- Attend industry events, trade shows, and networking opportunities to build brand awareness and generate qualified leads.
- Work closely with operations and dispatch to ensure sales commitments are achievable and operationally sound.
- Share client feedback with warehouse management system (WMS) and IT teams to support product and service improvements.
Qualifications
Required
- At least three years of B2B sales experience, particularly in service-based businesses, or account management experience that includes prospecting, revenue growth, and closing new business.
- Two to three years of hands-on experience within a fulfilment, warehouse, or freight operation.
- A proven track record of winning new business and achieving revenue targets, supported by performance results or references.
- Experience independently managing the full sales cycle, from prospecting through signed contract.
- Proficiency with Salesforce, HubSpot, or a comparable CRM, with disciplined pipeline management and forecasting practices.
- Strong numerical skills, including the ability to interpret pricing, revenue opportunities, and sales forecasts accurately.
- Strong listening, presentation, negotiation, and relationship-building skills.
- Ability to work independently, prioritize opportunities, and remain accountable for results.
- Eligibility to work in Canada for the Toronto position or the United States for the Texas and Pennsylvania positions.
Preferred Assets
- An understanding of the third-party logistics (3PL) industry and the needs of e-commerce brands and B2B shippers.
- Experience selling fulfilment, warehousing-as-a-service, freight brokerage, or other logistics solutions.
- An established network of contacts within D2C e-commerce, retail logistics, or B2B shipping.
- A degree in Business, Marketing, Supply Chain, or a related field.
- Familiarity with WMS, transportation management systems (TMS), or enterprise resource planning (ERP) platforms.
- Bilingual proficiency in English and French for the Toronto position.
- Experience in a startup or high-growth environment, including building sales processes and territory plans.
Key Attributes & Professional Expectations
- Attentive listening: Understand the client’s needs, notice important details, and ask questions that uncover the full picture.
- Clear communication: Explain processes and solutions confidently to stakeholders with different backgrounds and levels of expertise.
- Honesty and sound judgment: Set realistic expectations, communicate limitations, and avoid overpromising to secure a sale.
- Numerical discipline: Maintain credible forecasts and use evidence to assess opportunities, timelines, and revenue potential.
- Relationship focus: Nurture long-term partnerships through responsiveness, consistent follow-up, and dependable service.
- Interpersonal awareness: Recognize verbal and non-verbal cues, identify concerns, and adapt your communication appropriately.
- Persistence and consistency: Maintain steady prospecting and follow-up activity while respecting client timelines and boundaries.
- Credibility: Build trust through preparation, operational knowledge, accurate information, and reliable follow-through.
- Attention to detail: Ensure proposals, pricing, CRM records, and onboarding handoffs are complete and accurate.
- Accountability: Own your pipeline, analyze results, adapt your approach, and escalate challenges early.
- Collaboration: Raise concerns constructively, follow company policies, and commit to executing agreed decisions.
Compensation & Benefits
- $60,000-$75,000
- Commission structure directly tied to performance.
- Health, dental, and vision benefits.
- Performance reviews at 90 days and annually.
Health & Safety
All team members must follow applicable occupational health and safety requirements in their jurisdiction and comply with company and site safety procedures. When visiting warehouses or fulfilment facilities, employees must wear required personal protective equipment and follow all site safety protocols.
We are committed to providing an inclusive and accessible recruitment process. We welcome applications from all qualified individuals, including persons with disabilities. Accommodations are available upon request at any stage of the recruitment and selection process. Please let us know if you require an accommodation, and we will work with you to meet your needs in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code.
