Sr. Sales Manager, International Solutions

Odyssey

4d•Remote

About The Position

The Sr. Sales Manager, International Solutions is a player-coach sales leader responsible for growing Odyssey’s international services portfolio—including freight forwarding/NVOCC, import/export, and customs brokerage—across its top ten strategic accounts while leading and coaching the International Solutions sales team. The role owns executive-level relationships with strategic accounts, expands net revenue through new trade lanes and services, cross-sells international services, and generates new business through an established professional network. It also leads and develops Sales Managers, International Solutions, and partners with customers, operations, pricing, and other internal teams to deliver results. This is a remote position for someone residing in the Midwest, Pacific Northwest, or Pacific Southwest. The schedule is Monday through Friday during standard business hours, with 30–40% travel to customers, prospects, or Odyssey locations. The position has supervisory responsibilities and reports to the SVP, Sales. Applicants must be currently authorized to work in the United States.

Requirements

10+ years of progressive B2B sales experience in international freight forwarding, NVOCC, and/or customs brokerage, with a record of meeting or exceeding sales quotas.
3+ years of experience leading, coaching, or managing sales professionals.
Demonstrated success managing strategic or enterprise accounts and growing net revenue through new lanes, new services, and cross-selling.
An established network of shipper relationships and industry contacts that can generate new business.
Bachelor’s degree in business, supply chain, international trade, or a related field, or an equivalent combination of education and experience.
Strong consultative selling, negotiation, and closing skills, including the ability to engage decision makers at all levels, including C-suite executives.
Solid 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.
Ability to coach, motivate, and develop others and manage performance against quota.
Excellent oral, written, and presentation skills.
Proficiency with CRM systems such as Salesforce and Microsoft Office, with disciplined pipeline management and forecasting.
Willingness and ability to travel to customers, prospects, and Odyssey locations as needed.
Current authorization to work in the United States.

Nice To Haves

Player-coach experience.
Experience selling both customs brokerage (CHB) and full container (FCL) ocean/NVOCC services.
Experience selling to chemical shippers.
Knowledge of dangerous-goods handling and documentation.
Relevant trade or logistics certifications.

Responsibilities

Own relationships and net revenue growth for Odyssey’s top ten strategic accounts.
Create and execute strategic account plans with targets for net revenue, gross profit, service mix, and new lanes.
Identify and develop new trade lanes and international services, including FCL ocean, freight forwarding/NVOCC, import/export, and customs brokerage.
Cross-sell international services across clients’ portfolios, positioning ocean, customs clearance, domestic intermodal, trucking, and warehousing capabilities.
Build trusted-advisor relationships with customer executives and decision makers in logistics, procurement, trade compliance, and supply chain; lead executive business reviews.
Maintain pricing and margin discipline with operations and qualify opportunities for profitability, credit, and operational fit.
Generate new business through industry relationships, referrals, associations, and events.
Own an individual revenue and profitability quota alongside team targets; maintain accurate CRM pipeline and forecast data.
Lead consultative sales processes for complex, multi-service opportunities, including RFP/RFQ responses, proposals, rate negotiations, and contracts.
Lead, coach, and develop Sales Managers, International Solutions through one-on-ones, pipeline and deal reviews, joint customer calls, and skills development.
Set team quotas, goals, and KPIs; monitor performance, maintain accountability, and address performance gaps in partnership with Human Resources.
Establish and enforce account-planning, pipeline-management, forecasting, and CRM data-quality practices.
Align new-business and account-management coverage to ensure effective customer handoffs and avoid coverage gaps or duplication.
Participate in recruiting, hiring, onboarding, and succession planning for the team.
Partner with the SVP, Sales on international growth strategy, annual planning, and forecasting.
Work with Pricing, Procurement, Operations, and other teams to deliver competitive, profitable solutions and a strong customer experience.
Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity.
Apply knowledge of chemical and other regulated cargo, including dangerous-goods documentation and handling requirements, when relevant to sales.
Comply with company policies, applicable regulations, and Odyssey’s Corporate Compliance Programs.
Provide the SVP, Sales with regular updates on pipeline, forecast, wins and losses, team performance, and market conditions.