Territory Sales Representative - Equipment Rental Industry

Clubshop | US; Sarnia; On-site; CAD 45,000 - 70,000; Full time

Job summary

Willson International is seeking a driven BDR to advance our Canada-wide logistics sales. You will research prospects, build relationships, and book qualified brokerage leads for the outside Logistics Sales Account Executives.

The role emphasizes high-volume outreach, discovery meetings, and close collaboration with sales, service, and operations to grow revenue. Success requires CRM proficiency and a proactive, problem-solving mindset.

Qualifications

• Minimum two years in Business Development, Inside Sales, or B2B Sales in freight/logistics.

Responsibilities

• Prospect and nurture new business through high-volume outreach: calls, email, LinkedIn, and other channels.
• Identify and qualify leads by understanding the prospect’s needs and aligning them with the right Willson services.
• Schedule discovery meetings with Account Executives to build pipeline and contribute to revenue growth.
• Collaborate cross-functionally with sales and other teams to refine targeting strategy and improve conversion.
• Track activity and KPIs with consistency and professionalism.
• All other duties assigned.

Skills

Sales experience

Self-motivated

Excellent communication

Tech fluent

Problem-solving

Time management

Education

High School Diploma

College Diploma in Business Administration

CIFFA certification (asset)

Tools

Salesforce

MS Office

CRM platforms

Job description

At Willson International, we simplify cross-border trade and deliver excellence in execution for our clients every day from customs brokerage to logistics solutions across Canada, the U.S., and around the globe. We are proud of our heritage as a 4th generation, family-owned company with a people-first culture and deep industry expertise built over more than a century. We are 2025 Great Place to Work certified.

We’re growing — and we’re looking for a driven, results-oriented Business Development Representative (BDR) who is excited about contributing to our sales engine and building a long-term career in logistics and international trade.

This is an opportunity for someone who loves understand prospect pain points, building relationships, solving problems, and driving measurable impact.

Location - Anywhere in Canada — with flexibility to work from home and connect with our teams across Canada.

Shift: 9 am to 5 pm

Why You’ll Love Working With Us

At Willson, our people are the cornerstone of our success. You’ll join a team where:

• Growth is encouraged: We invest in training, mentorship, and development.
• Your impact is real: Your work directly supports our ability to drive business and assist prospects in finding timely, compliant, and cost-effective cross-border solutions.
• Collaboration drives results: We work together across sales, service, and operations to exceed expectations for clients and colleagues.

What You’ll Do

As a BDR- Logistics at Willson International, you will be responsible for researching, engaging, and booking qualified brokerage sales leads for the outside Logistics Sales Account Executives.

Key Responsibilities

• Prospect and nurture new business through high-volume outreach: calls, email, LinkedIn, and other channels.
• Identify and qualify leads by understanding the prospect’s needs and aligning them with the right Willson services.
• Schedule discovery meetings with Account Executives to build pipeline and contribute to revenue growth.
• Collaborate cross-functionally with sales and other teams to refine targeting strategy and improve conversion.
• Track and exceed activity & performance goals with key KPIs, consistency, and professionalism.
• All other duties assigned.

What We’re Looking For

Our ideal BDR is someone who:

• Has sales experience and a love of sales.
• Is self-motivated, resilient, disciplined, and coachable — you learn fast, iterate, and persist.
• Enjoys learning and knows how to simplify challenging concepts.
• Has excellent communication skills and confidence conducting outreach and discovery conversations.
• Thrives in a fast-paced, target-driven environment.
• Is tech fluent and excited to leverage sales tools and data to optimize outcomes.
• Has a passion for problem-solving and building long-term client relationships.
• Has attention to detail.

Knowledge and Educational Requirements

• High School Diploma is required; College Diploma in Business Administration and or equivalent is preferred.
• Minimum two (2) years of experience in Business Development, Inside Sales, or B2B Sales, preferably within freight forwarding, logistics, transportation, customs brokerage, or the 3PL industry.
• Solid working knowledge of MS Office Suite and experience with a CRM; Salesforce experience is preferred.
• CIFFA certification or transportation industry education is a definite asset.
• Strong prospecting, negotiating, and relationship-building skills are required.
• Proven experience generating new business through cold calling, email outreach, LinkedIn, and other prospecting methods.
• Working knowledge of freight forwarding, including Ocean Freight, Air Freight, Cross-Border Trucking, Domestic LTL/FTL, Drayage, and Customs Brokerage is a strong asset.
• Has sales experience and a passion for business development.
• Is self-motivated, resilient, disciplined, and coachable — you learn quickly, adapt, and consistently execute.
• Has excellent communication skills and confidence conducting outbound prospecting, discovery calls, and engaging decision-makers.
• Comfortable speaking with Supply Chain Managers, Logistics Managers, Operations Managers, Purchasing Managers, and business owners.
• Thrives in a fast-paced, target-driven environment with measurable KPIs.
• Excited to leverage CRM, sales tools, and market intelligence to improve performance.
• Has a passion for problem-solving and building long-term client relationships.
• Strong organizational and time management skills.
• CRM, Database Tools, and Sales Engagement Platforms.
• Email & Communication Tools.
• Sales Intelligence & Research Tools.
• Internal Willson systems and client portals.
• Experience selling or supporting one or more of the following services is considered a strong asset: International Air Ocean Freight, Full Truck Load, Less-than-Truckload, Cross-Border Transportation and Drayage

Tools You’ll Use

• CRM, Database Tools and Outreach Platforms
• Email & Communication Tools
• Sales Intelligence & Research Tools
• Internal Willson systems and client portals