Vice President, Global Sales

The Vice President, Global Sales is an individual contributor responsible for driving revenue growth through new customer acquisition while also expanding business with a select group of assigned accounts. This role is primarily focused on prospecting, developing leads, and closing opportunities in international freight forwarding (air and ocean), domestic transportation, customs brokerage, and value-added logistics services. The emphasis is on winning new business and growing wallet share with strategically assigned customers, not day-to-day account management.

Duties and Responsibilities: 

New Business Development

• Prospect and target new customers through outbound calls, networking, referrals, digital outreach, and industry events.
• Build and maintain a strong sales pipeline, ensuring consistent opportunity creation and progression.
• Deliver tailored proposals, presentations, and rate quotations that demonstrate value and competitive advantage.
• Negotiate pricing and terms within company guidelines to maximize revenue and profitability.
• Drive market penetration in key verticals, trade lanes, and geographic regions.

Strategic Account Expansion

• Work with a select portfolio of assigned accounts to identify growth opportunities (new trade lanes, modes, or value-added services).
• Partner with Customer Success and Operations teams to ensure smooth onboarding and service delivery for newly won and assigned accounts.
• Lead business reviews and strategic discussions with assigned customers to uncover additional opportunities.

Collaboration & Internal Alignment

• Coordinate with pricing, operations, and compliance teams to design customer-specific solutions.
• Share market intelligence and competitive insights with leadership to inform strategy.
• Contribute to sales team meetings and support colleagues with best practices for new business growth.

 Reporting & Administration

• Maintain accurate records of all sales activities and opportunities in the CRM.
• Provide timely reporting of pipeline, forecast, and closed business.
• Meet or exceed KPIs for new accounts, revenue, and gross profit contribution.

KPIs

• Meetings – 5-10 quality meetings min per week
• Prospecting touches – 25 quality touches min per week
• CRM Activity Logged – 100% interactions with customers logged into CRM each week

Qualifications: 

• 3+ years of proven sales experience in freight forwarding, logistics, or 3PL.
• Bachelor’s degree in Logistics, Marketing, or a related field preferred.
• Highly self-motivated with excellent negotiation, communication and interpersonal skills.
• Proven business acumen with strategic thinking skills.
• Demonstrated success in new business development and revenue generation.
• Familiarity with international freight (air/ocean), domestic transport, and customs brokerage.
• CRM proficiency; CargoWise experience a plus.
• Results-driven, self-starter with a hunter mindset.

Performance Metrics

• Monthly net revenue growth (new and existing accounts).
• Expansion within assigned accounts (increased volumes, trade lanes, or services).
• Sales activity levels (meetings, prospecting, pipeline progression).

 

Applicants must be located in the Atlanta, GA or Charlotte, NC markets.