Director Business Development, International Freight Forwarding

Ascent•Belleville, MI

1d•$95,000 - $110,000

About The Position

The Director of Business Development for International Freight Forwarding identifies, develops, and maintains relationships with new business clients in Ascent’s targeted international markets, with a primary focus on airfreight. The role drives profitable growth of the international import and export airfreight portfolio while leveraging ocean and U.S. Customs brokerage capabilities to deliver end-to-end solutions. It establishes strategic customer partnerships and expands Ascent’s presence in airfreight-intensive industries and trade lanes. The position combines consultative sales, market and shipment-data analysis, customer relationship development, and coordination with pricing, procurement, and operations teams. The successful candidate develops new business, advises customers on transportation and supply chain solutions, and uses industry knowledge and market intelligence to shape customer strategies. Travel of up to 50% is required.

Requirements

Bachelor’s degree from an accredited four-year college or university, or a minimum of 7–10 years of related experience and/or training; equivalent combinations of education and experience are considered.
Demonstrated expertise and a proven track record in international freight forwarding, especially international airfreight.
At least 5 years of business development or sales experience focused on international airfreight, with a record of winning new customers and growing airfreight revenue and gross profit.
Strong working knowledge of airfreight operations and documentation, including MAWB/HAWB, chargeable and volumetric weight, ULDs, consolidation, routing, and transit-hub strategies.
Familiarity with air cargo security and regulatory requirements, including TSA Certified Cargo Screening Program (CCSP), Known Shipper, IATA Dangerous Goods Regulations, CBP ACAS, AES/EEI filing, and export controls (EAR/ITAR).
Solid understanding of Incoterms® 2020 and their implications for mode selection, landed cost, and risk transfer.
Experience managing pipelines and forecasts in a CRM platform and using shipment data and market analytics to guide sales strategy.
Exceptional language and communication skills, including interpreting business publications, technical documents, and government regulations; preparing clear reports and correspondence; and presenting and responding effectively to inquiries.
Strong reasoning and problem-solving abilities, including interpreting instructions and managing issues involving multiple variables within established guidelines.
Proficiency in Microsoft Word, Excel, and PowerPoint.

Nice To Haves

IATA Dangerous Goods certification.
IATA/FIATA diploma.
Licensed Customs Broker credential.
Other relevant industry credentials.

Responsibilities

Develop and maintain professional customer relationships through regular in-person communication and travel, establishing multiple contacts within customer organizations.
Build relationships with mid-tier and top-tier customers, understand their needs, and identify upselling and cross-selling opportunities.
Identify, pursue, and secure new business opportunities while maintaining a strong pipeline of target prospects.
Use airfreight expertise and ocean knowledge to engage prospective clients.
Lead consultative sales of international airfreight services, including direct and back-to-back, expedited/next-flight-out, and air charter solutions.
Target and win business in airfreight-intensive sectors, including aerospace, automotive, high-tech and semiconductor, e-commerce, and industrial manufacturing.
Coordinate with pricing, procurement, and operations teams on competitive proposals and RFP/RFQ responses, including lane-level rates, chargeable-weight analysis, and fuel and security surcharges.
Use airline, GSA, and overseas-agent relationships, as well as air charter capabilities, to secure capacity through block space agreements, allocations, and contingency plans.
Monitor global air cargo capacity, rate trends, trade-lane shifts, and geopolitical and regulatory changes, translating findings into customer strategies.
Analyze customer shipping data to identify air, ocean, and sea-air mode optimization opportunities that balance transit time, cost, and inventory objectives.
Develop opportunities for Ascent’s international logistics solutions and present solutions that deliver strategic value.
Establish and strengthen partnerships with key customer decision-makers at multiple organizational levels.
Provide customers with market intelligence and industry updates.
Serve as a trusted advisor on transportation and supply chain solutions.
Travel up to 50% of the time.