Business Development Manager VIC - USA Trade Lane

American Worldwide Agencies; Melbourne; On-site; AUD 100,000 - 160,000; Full time

Job summary

American Worldwide Agencies in Melbourne seeks an experienced Business Development Manager to drive new business and expand our Australia-USA trade lane. You will pursue new customers, forge strategic partnerships, and grow market share in freight forwarding and logistics.

The role requires strong sales performance, a proactive mindset, and ability to work within a structured sales environment. Travel within Victoria and interstate is expected.

Qualifications

• 3+ years' experience in business development or freight forwarding, logistics, co-loading, NVOCC, or international transport.
• Proven success in acquiring new business and achieving sales targets.
• Strong understanding of international freight markets, particularly air and/or ocean freight.
• Excellent communication, negotiation, and relationship-building skills.
• Experience using CargoWise One, or similar freight forwarding systems.
• Ability to manage a sales pipeline and maintain accurate CRM records.

Responsibilities

• Identify, target, and secure new business opportunities across freight forwarding, logistics, and related industries.
• Develop and execute account acquisition strategies aligned with company growth objectives.
• Build and maintain a healthy sales pipeline through proactive prospecting, networking, referrals, and market engagement.
• Conduct customer meetings, presentations, and commercial negotiations.
• Establish and maintain relationships with key decision-makers.
• Identify opportunities to expand existing customer relationships and increase wallet share.
• Collaborate with operational teams to ensure a seamless customer experience and onboarding.
• Utilise CRM and sales systems to manage opportunities, customer interactions, and pipeline reporting.
• Work with pricing and leadership teams to develop competitive commercial solutions.
• Consistently meet or exceed sales and revenue targets.

Skills

Business development

Freight forwarding

Sales

CRM

CargoWise One

Communication

Negotiation

Networking

Tools

CargoWise One

Job description

Business Development Manager VIC - USA Trade Lane

American Worldwide Agencies (AWA) is a growing international freight forwarding and logistics company headquartered in the United States. Specialising in the USA-Australia and New Zealand trade lanes, we provide air freight and ocean freight consolidations services, and freight forwarding solutions through a strong global partner network, combining operational excellence, technology, and industry expertise to help our customers grow their international business.

As we continue expanding our presence across Australia and the broader APAC region, we are seeking an experienced and motivated Business Development Manager to join our team and play a key role in our growth strategy.

The Opportunity

This is a genuine business development role focused on identifying, winning, and developing new customer relationships within the Australian freight forwarding market.

Reporting directly to the Chief Commercial Officer APAC, you will be responsible for generating new business opportunities, building strategic partnerships, and increasing market share across the Australia-USA trade lane.

The ideal candidate is a self-starter with strong commercial acumen, proven sales success within freight forwarding or logistics, and the ability to work within a structured sales environment.

Key Responsibilities

Business Development

• Identify, target, and secure new business opportunities across freight forwarding, logistics, and related industries.
• Develop and execute account acquisition strategies aligned with company growth objectives.
• Build and maintain a healthy sales pipeline through proactive prospecting, networking, referrals, and market engagement.
• Conduct customer meetings, presentations, and commercial negotiations.

Account Growth

• Establish and maintain strong relationships with key decision-makers.
• Identify opportunities to expand existing customer relationships and increase wallet share.
• Collaborate with operational teams to ensure a seamless customer experience and successful onboarding.
• Utilise CRM and sales systems to manage opportunities, customer interactions, and pipeline reporting.
• Work closely with pricing and leadership teams to develop competitive commercial solutions.
• Consistently meet or exceed agreed sales and revenue targets.
• Monitor market conditions, competitor activity, pricing trends, and customer requirements.
• Provide feedback and insights that contribute to commercial strategy and service development.
• Represent the company at industry events, networking functions, and customer engagements.

About You

• Minimum 3 years' experience in business development or freight forwarding, logistics, co-loading, NVOCC, or international transport.
• Demonstrated success in acquiring new business and achieving sales targets.
• Strong understanding of international freight markets, particularly air and/or ocean freight.
• Excellent communication, negotiation, and relationship-building skills.
• Experience using CargoWise One, or similar freight forwarding, logistics, or transportation management systems.
• Ability to manage a sales pipeline and maintain accurate CRM records.
• Self-motivated, results-focused, and comfortable operating autonomously.
• Full working rights in Australia are required.
• Ability to travel within Victoria and interstate as required.
• Existing network within the Melbourne freight forwarding and logistics community.
• Experience selling USA-focused freight services.
• Understanding of pricing structures and commercial negotiations within international logistics.

What We Offer

• Opportunity to join a growing international logistics organisation.
• Direct access to senior leadership and the ability to influence growth strategy.
• Competitive salary plus uncapped incentive structure.
• Career progression opportunities within Australia and the broader APAC region.
• Flexible working environment with autonomy and accountability.
• Supportive and collaborative culture focused on innovation, continuous improvement, and performance.

Success in This Role

Success will be measured through:

• New business revenue growth.
• New customer acquisition.
• Sales pipeline development and conversion.L
• CRM compliance and opportunity management.
• Strategic market engagement and relationship development.