Business Development Manager – Freight Forwarding & CrossBorder Logistics

Just Sales Jobs; Toronto; On-site; CAD 85,000 - 100,000; Full time

Benefits offered by this job

Health benefits

RRSP matching

Gas card

Laptop and cell phone

Annual vacation 10 days

Job summary

Just Sales Jobs is seeking a Business Development Manager to sell freight forwarding and cross-border transportation services to importers in the US and Canada. The role emphasizes new business development in year one, with a shift toward some account management in year two.

The ideal candidate has 3+ years in B2B freight or logistics sales, a track record of success, and access to a vehicle. Base salary ranges CAD 85,000–100,000 with uncapped commissions and growth potential.

Qualifications

• 3+ years of B2B freight or logistics sales experience, full-cycle, new business hunting — required
• An existing book of business or portable customer relationships strongly preferred
• Customs brokerage experience is a plus, not a requirement
• Valid driver's licence and access to a personal vehicle — required
• High school education minimum
• Bilingual French/English is not required

Responsibilities

• Sell freight forwarding and cross-border transportation services to importers in US and Canada
• Year 1: 100% new business development; Year 2: ~75% new business, ~25% account management
• Leads come from a company-provided list (~4,000 active importing customers) and self-prospecting across the Greater Toronto Area
• Report to the two company owners; no sales manager layer

Skills

B2B sales

Freight forwarding

Prospecting

Cross-border shipping

Negotiation

Education

High school education

Job description

As a Business Development Manager – Freight Forwarding, you will sell freight forwarding and cross-border transportation services (US and Canada) to importers who currently use our client for customs brokerage only. You will primarily be selling to purchasing departments and mid-management buyers, typically two decision influencers per account. This role is 100% new business development in Year 1, shifting to approximately 75% new business and 25% account management in Year 2. Leads come from a combination of a company-provided list of roughly 4,000 active importing customers (about 25% of pipeline) and self-generated prospecting across the Greater Toronto Area (about 75% of pipeline). Customers are retailers, manufacturers, start-ups, restaurants, and gyms that import goods, ranging from small-to-medium businesses (20–100 employees) to larger organizations (100–1,000 employees), located across Ontario and the United States. The sales territory is the Greater Toronto Area with no fixed boundaries. This is an existing position reporting directly to the two company owners, with no sales manager layer. The base salary is $85,000 – $100,000 CAD, plus commissions.

COMPENSATION & BENEFITS

• $85,000 – $100,000 CAD base salary, with flexibility for the right candidate
• Year 1 OTE $100,000 - $135,000+. Uncapped residual commission on all client purchases, calculated as a percentage of revenue generated
• per client, paid year over year for as long as the customer remains active — paid monthly and quarterly
• Personal performance bonus, paid annually, capped
• Company-paid health benefits
• RRSP matching
• Gas card provided (no car allowance)
• Laptop and cell phone provided
• Employee recognition program (gifts and rewards) and company social events
• 10 vacation days, 5 sick days, 2 personal days
• Career advancement available within the first year, including the potential to build and lead a sales team as new regional offices open

THE COMPANY & CULTURE

Our client was founded in approximately 1985 and has been in business for about 40 years. The company is family owned and is in an established, actively expanding stage of growth — a second office is planned and additional US offices are on the roadmap. Headquartered in Etobicoke, Ontario, with 15 employees, the company provides customs brokerage for US and Canadian shipments and freight forwarding services, clearing imports through customs and arranging the movement of freight for importers. Clients include Bell Global Media, Captive Aire Systems, Klein International, and NeilMed Pharmaceuticals. The culture is a young office that is open to taking risks, with a strong presence in the industry and no micromanaging. Leadership is coaching-led, with many staff having started at the bottom and worked their way up. Employee turnover is under 10%, with average tenure of 5–10 years.

OFFICE LOCATION & SALES TERRITORY

• Head Office: Etobicoke, Ontario, Canada
• Work arrangement: Office-based, 4 days per week, with customer visits as required
• Sales territory: Greater Toronto Area, with no formal boundaries
• Hours: Full-time, standard business hours; no regularly scheduled evening or weekend client calls
• Overnight travel: Rare — approximately once per year (less than 5%)

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• 3+ years of B2B freight or logistics sales experience, full-cycle, new business hunting — required
• A demonstrable track record of sales success with real, verifiable numbersAn existing book of business or portable customer relationships strongly preferred
• Customs brokerage experience is a plus, not a requirement
• Valid driver's licence and access to a personal vehicle — required
• High school education minimum
• Bilingual French/English is not required

TECHNICAL SKILLS

• Microsoft Word — Basic
• Google Drive / Google Docs — Basic
• Comfortable running online demos and presentations
• No CRM experience required — none is currently in use

THE PRODUCT / SERVICE / SOLUTION

• Freight forwarding services for cross-border US and Canadian shipments
• Cross-border transportation and logistics coordination for importers

PROSPECTIVE CUSTOMERS

• Importers across retail, manufacturing, start-ups, restaurants, and gyms
• Small-to-medium businesses (20–100 employees) and larger businesses (100–1,000 employees)
• Located across Ontario and the United States
• Primary decision-makers: purchasing departments and mid-management buyers; typically two decision influencers per account

SALES CYCLE & ORDER VALUE

• Sales cycle: 1–4 weeks, typically
• Approximately two calls or visits from expressed interest to first order

COMPETITIVE ADVANTAGES

• A dedicated internal team sources all carrier and third-party pricing, negotiates supplier rates, and coordinates with providers — the rep is not responsible for quoting, rate shopping, or carrier negotiation
• Residual commission structure: revenue generated in Year 1 continues to pay in future years for as long as the client remains active
• Access to a company-provided list of approximately 4,000 active importing customers who already do business with the company but are not yet buying freight
• 40 years in business with a stable, loyal client base
• Low turnover (under 10%) and long average tenure (5–10 years)
• Active growth trajectory, including a planned second office and additional US office locations

TYPICAL DAY & DUTIES

Year 1: 100% New Business Development A typical day involves working the company-provided list of active importing customers to cross-sell freight forwarding, self-prospecting new importers across the Greater Toronto Area, preparing and presenting customer quotes using pricing supplied by the internal team, and running full-cycle discovery-through-close conversations with purchasing departments and mid-management buyers. Once a deal closes, the account is handed to the operations team for onboarding, with light ongoing follow-up from the rep to confirm satisfaction.

LEADS

• Approximately 25% of pipeline: a company-provided list of roughly 4,000 active importing customers who already buy customs brokerage but not freight
• Approximately 75% of pipeline: self-prospected, through cold outreach, referrals, and industry contacts across the Greater Toronto Area

OVERNIGHT TRAVEL

• Rare — approximately once per year (less than 5%). Not a regular requirement of the role.

WHY YOU SHOULD APPLY

• Uncapped, residual commission that continues to pay year over year on a client base that rarely leaves
• Inherit access to a warm list of approximately 4,000 existing customers who already do business with the company
• Full support structure — an internal team handles pricing, rate negotiation, and onboarding, so you can focus entirely on selling
• Clear growth trajectory, with a second office planned and additional US offices on the roadmap, and career advancement available within the first year
• Family-run, coaching-led culture with direct access to ownership and low employee turnover

EQUAL OPPORTUNITY EMPLOYER

Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.

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