Sales Manager - Cross-Border Logistics

Job Overview The Sales Manager wins and grows US importers that source from China, selling one door-to-door supply chain: ocean or air freight from the factory, customs clearance at the US port or airport, warehousing and fulfillment, and final delivery to businesses and consumers. The role owns the full sales cycle, from prospecting to signed contract and a clean handoff to operations. The best person in the seat sells the integrated service rather than single lanes, so customers move more of their supply chain to [Company] over time. Duties Services you will sell: Ocean freight (first mile) Air freight (first mile) Drayage and transload US warehousing and inventory storage Drop ship and order fulfillment Last mile delivery (B2B and B2C) Find and win new customers Build a pipeline of US importers sourcing from China through outbound prospecting, referrals, trade shows (e.g. Canton Fair follow-ups, TPM, Manifest, ASD Market Week) and import data such as bill-of-lading records. Run discovery to map each prospect's current supply chain: suppliers, Incoterms, ports, volumes, current providers, pain points and landed cost. Design a solution across ocean and air freight, customs, warehousing, fulfillment and delivery, and lead the commercial proposal and presentation. Negotiate pricing, terms and service levels within approved margins, and close contracts. Sell the full supply chain Lead with the integrated, factory-to-door offer, and show customers the cost and control gained by using one provider. Bring in operations, customs and pricing specialists for complex deals, tariff questions and warehouse design. Turn single-service customers (for example ocean only) into multi-service accounts, and offer air freight when a customer needs speed. Grow and keep accounts Hand off new accounts to onboarding with a complete scope, rates and SOP, and stay involved through the first shipments. Hold quarterly business reviews on volume, service performance and cost, and find new lanes, SKUs and channels. Act as the senior commercial contact during peak season, rate changes, tariff changes and service issues. Plan and report Keep the CRM current with activities, opportunities and forecasts. Forecast monthly and quarterly revenue and gross profit accurately. Share market intelligence on rates, tariffs, competitors and customer needs with leadership and pricing. Target customers Your customers are US-based importers of record that buy finished goods from Chinese manufacturers and sell them in the US. E-commerce brands and marketplace sellers (Amazon, Walmart, Shopify, TikTok Shop) that need fulfillment, drop ship and B2C parcel delivery. Wholesalers and distributors that ship pallets and truckloads to retailers and need B2B delivery and retail compliance. Consumer product companies selling through both retail and direct-to-consumer, who need one inventory pool for both channels. Typical categories: home goods and furniture, consumer electronics and accessories, apparel and footwear, toys, sporting goods, and auto parts. Experience Required 5+ years of B2B sales in logistics, with at least 3 years selling international freight forwarding, customs brokerage or 3PL services. A track record of meeting or beating quotas in annual gross profit, with new accounts you won. Working knowledge of the China-to-US trade lane: ocean and air freight, Incoterms, US customs entry, HTS and Section 301 tariffs. Hands-on experience working with parcel and express carriers such as FedEx, UPS, DHL, USPS and regional carriers on first mile or last mile, including carrier selection, rate negotiation and service issues. Experience selling warehousing, fulfillment or domestic transportation (LTL, FTL, parcel), or a strong willingness to learn them quickly. Skill at building a landed-cost comparison and a priced proposal across several services. Strong prospecting, negotiation and presentation skills, from owners of small brands to supply chain directors. Preferred Experienced working with customers' suppliers and the company's origin teams in China. An existing network of mid-market importers, e-commerce brands or distributors. Experience with Amazon FBA, Walmart or big-box retail compliance programs. A bachelor's degree in business, supply chain or international trade, or equivalent experience. Pay: $89,000.00 - $160,000.00 per year

Benefits

Paid time off Work from home Work Location: Hybrid remote in Vienna, VA 22182