Branch Manager: Customs Brokerage & Freight Forwarding(Sales Foc

Edward J Zarach & Associates Inc•Chelsea, MA

About The Position

The Branch Manager is a high-impact leadership role responsible for building, leading, and aggressively growing the Boston branch of a customs brokerage and freight forwarding operation. This position requires a true hunter sales mentality — someone who thrives on prospecting, winning new business, and rapidly expanding market share. The ideal candidate combines entrepreneurial drive, deep industry expertise, and strong operational leadership to scale revenue while maintaining best-in-class service and compliance.

Requirements

7–10+ years of experience in freight forwarding and/or customs brokerage.
Proven “hunter” sales track record with consistent success in acquiring new business and exceeding quotas.
Strong network within the international logistics, import/export, or trade community.
Demonstrated leadership experience in building and scaling teams.
Highly competitive, results-driven, and motivated by winning new business.
Exceptional prospecting, negotiation, and closing skills.
Entrepreneurial mindset with the ability to build a branch like a business owner.
Strong, effective, communication and executive presence.
Ability to balance aggressive sales growth with operational execution.
Proficiency in CargoWise, logistics platforms, and Microsoft Office Suite.

Nice To Haves

Licensed Customs Broker (highly preferred).

Responsibilities

Build, lead, and inspire a performance-driven, sales-oriented culture with accountability at all levels.
Recruit, coach, and develop a high-performing team across sales, operations, and customer service.
Set clear KPIs tied to sales activity (calls, meetings, proposals), conversion rates, and revenue growth.
Lead by example with hands on involvement in key sales pursuits and client relationships.
Own and drive new business development with a relentless focus on prospecting, cold outreach, and closing new accounts.
Build a robust pipeline through direct sales efforts, networking, referrals, and industry engagement.
Identify and penetrate target verticals (e.g., retail, manufacturing, healthcare, technology, e-commerce).
Lead complex sales cycles, including pricing strategy, contract negotiation, and solution design.
Achieve and exceed aggressive revenue and margin targets; maintain a “win-first” sales culture.
Develop strategic partnerships with carriers, overseas agents, and trade organizations to unlock new opportunities.
Spend significant time in the field meeting prospects and customers.
Oversee daily branch operations to ensure seamless execution of freight forwarding and customs brokerage services.
Align operations with sales growth to ensure scalability without compromising service quality.
Collaborate with operations teams to deliver tailored logistics solutions that win and retain clients.
Ensure full compliance with U.S. Customs and Border Protection (CBP) regulations and other government agencies.
Maintain expertise in import/export compliance, tariffs, and trade regulations.
Oversee documentation accuracy, audits, and regulatory adherence.
Act as the primary driver of key account acquisition and expansion.
Build strong, trust-based relationships with decision-makers at client organizations.
Ensure exceptional onboarding and ongoing service to maximize retention and upsell opportunities.
Own full P&L responsibility for the branch.
Develop and execute budgets, forecasts, and growth plans aligned with aggressive sales targets.
Monitor sales metrics, margins, and cost structures to optimize profitability.