Sales Manager, International Solutions

Odyssey

4d•Remote

About The Position

The Sales Manager, International Solutions is an individual-contributor, hunter sales role responsible for winning new client business and growing existing accounts for Odyssey’s international services portfolio, including freight forwarding/NVOCC, import/export, and customs brokerage. The role supports growth through increased FCL volume across multiple geographies, increased customer count within customs house brokerage, and expanded services for existing customers. The position is remote and requires residence in the Midwest, Pacific Northwest, or Pacific Southwest. The schedule is Monday through Friday during standard business hours, with 30–40% travel for customer and prospect visits in the assigned market or to Odyssey locations. The role reports to the Sr. Sales Manager, Managed Services and has no supervisory responsibilities. The Sales Manager owns a revenue and profitability quota, develops territory and account plans, and leads consultative sales from discovery through close and handoff. The role collaborates with operations, pricing, procurement, and other internal teams to develop competitive, profitable solutions, ensure successful onboarding, and grow customer relationships. Priority markets and trade lanes include intra-Americas activity, Eastern and Western Europe, and India. All applicants must be currently authorized to work in the United States.

Requirements

At least 5 years of progressive B2B sales experience in international freight forwarding, NVOCC, and/or customs brokerage, with a demonstrated record of meeting or exceeding sales quotas.
Bachelor’s degree in business, supply chain, international trade, or a related field, or an equivalent combination of education and experience.
Proven ability to open new accounts and grow existing accounts, including cross-selling additional services.
Strong consultative selling, negotiation, and closing skills, including the ability to engage decision makers at all levels.
Understanding of international freight forwarding and trade processes, including ocean freight, NVOCC operations, import/export documentation, Incoterms, carrier contracting, and U.S. customs regulations.
Financial acumen, including the ability to build quotes and proposals, understand margin and cost drivers, and manage account profitability.
Excellent oral, written, and presentation skills.
Proficiency with CRM systems and Microsoft Office, with disciplined pipeline management and forecasting.
Self-motivated, resilient, and organized, with the ability to work independently in a field-based environment and collaborate with cross-functional teams.
Willingness and ability to travel to customers, prospects, and Odyssey locations as needed.
Must be currently authorized to work in the United States.

Nice To Haves

Experience selling both customs brokerage (CHB) and full container load (FCL) ocean/NVOCC services.
Experience in intra-Americas (cross-border and ocean) and/or Eastern Europe trade lanes.
Experience selling to chemical shippers; knowledge of dangerous-goods handling and documentation.
Existing customer relationships and market knowledge in the Midwest, Los Angeles, or Pacific Northwest.
Relevant trade or logistics certifications.

Responsibilities

Own a revenue and profitability quota for international freight forwarding/NVOCC, import/export, and customs brokerage through new-client acquisition and growth of existing accounts.
Build and execute territory and account plans with targets for new logos, revenue, gross profit, and product mix.
Generate and manage a sales pipeline through prospecting, networking, referrals, industry associations, and events; maintain accurate CRM pipeline and forecast data.
Prioritize growth in FCL ocean, particularly intra-Americas activity, Eastern and Western Europe trade lanes, and India.
Maintain pricing and margin discipline, and qualify opportunities for profitability, credit, and operational fit before committing resources.
Expand customer relationships by adding Odyssey International services to existing customer portfolios.
Present Odyssey’s end-to-end capabilities—including ocean, customs clearance, domestic intermodal, trucking, and warehousing—as a differentiator.
Lead consultative, solution-oriented sales processes from discovery through close and handoff.
Assess customers’ supply chains, trade lanes, compliance requirements, and cost drivers; develop tailored proposals, RFP/RFQ responses, and presentations.
Work with Pricing, Procurement, and Operations to develop competitive and profitable pricing and to negotiate rates, terms, and contracts.
Support smooth customer onboarding and implementation, and remain engaged through quarterly business reviews and ongoing account development.
Apply knowledge of chemical and other regulated cargo, including dangerous-goods documentation and handling requirements, when selling to relevant shippers.
Develop relationships and build Odyssey’s presence in the assigned geography, including building on its presence in the Fife, Washington area.
Establish trusted-advisor relationships with decision makers in logistics, procurement, trade compliance, and supply chain.
Gather and share market intelligence about rates, capacity, trade policy, tariffs, and competitors to inform pricing and strategy.
Operate in compliance with company policies, applicable regulations, and Odyssey’s Corporate Compliance Programs.
Provide sales leadership with regular updates on pipeline, forecasts, wins and losses, and market conditions.