Sales - Customs Brokerage

Kids for the Future; Town of Oakfield (NY); On-site; USD 55,000 - 85,000; Full time

Benefits offered by this job

Health, dental benefits

Retirement plan

Car and cell phone allowance

Job summary

Cole International is seeking a Business Development Representative to grow its U.S. Customs Brokerage and Trade Consulting business. You will build a territory-based pipeline, prospect, and manage relationships from first meeting to onboarding and growth.

You will discuss HTS classification, valuation, USMCA/FTAs, and duty-savings strategies with C-suite and trade decision-makers. Some travel within the territory is required.

Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• 2+ years of direct outside/field sales experience; experience selling customs brokerage or trade compliance preferred.
• Strong opportunity qualification, pre-call planning, and account development skills.

Responsibilities

• Grow Cole's U.S. Customs Brokerage and Trade Consulting business through direct engagement with U.S. importers.
• Build a territory-based pipeline through networking, referrals, cold outreach, and self-sourced prospecting.
• Present and sell the full suite of Cole services including HTS classification, valuation, and USMCA/FTA qualification.

Skills

Sales experience

Executive-level communication

Lead generation

Territory management

Education

Bachelor's degree

Tools

CRM software

Job description

• Location 1775 Baseline Rd, Suite 280,Grand Island, NY, 14072,United States
• Base Pay $55,000.00 - $85,000.00 / Year
• Job Category Sales, Trade Compliance, Operations
• Employee Type FT Exempt
• Required Degree 4 Year Degree
• Travel 10%
• Manage Others No

Contact information

Description

About Us

With more than six decades of experience, Cole International has grown to become one of the most trusted names in logistics and customs brokerage across North America. Our success is rooted in a people-first philosophy and an unwavering commitment to helping businesses thrive in a complex global trade environment. Guided by our mission to deliver creative logistics solutions through personalized service, we empower our team to contribute meaningfully—because at Cole, people make the difference.

Why You'll Love This Role

As part of an award-winning leader in customs brokerage and trade consulting with roots dating back a century, you'll represent a name that clients across North America already trust — and you'll be the one building those relationships. If you're a self-starter who thrives on prospecting, closing new business, and driving results that directly impact client success, you'll find real purpose and growth here. You'll be backed by a genuinely supportive team and a company culture where customer satisfaction is treated as a standard, not an afterthought. This position offers a base salary plus commission, so your earning potential grows right alongside the business you bring in.

What We Offer

• Supportive team environment that values collaboration
• Opportunities for training and growth within the organization
• Work that contributes to the broader mission of streamlining trade and simplifying logistics for businesses
• Comprehensive benefits package including health, dental, and retirement options with monthly car and cell phone allowance
• Competitive compensation with performance recognition

What You'll Do

The Business Development Representative is responsible for growing Cole's U.S. Customs Brokerage and Trade Consulting business through direct engagement with U.S. importers. This individual will build a territory-based pipeline through networking, referrals, cold outreach, and self-sourced prospecting, then carry each relationship personally from first meeting through onboarding and account growth. The role requires the ability to speak credibly with C-suite and trade compliance decision-makers about customs entry, tariff classification (HTS), valuation, free trade agreements (USMCA), and duty-savings strategies, positioning Cole as a trusted trade compliance partner rather than a transactional broker. As required, travel within the assigned territory for in-person meetings, site visits, industry events, and trade association functions.

Core Competencies

• Ethics and Integrity
• Consultative & Solution Selling
• Problem Solving
• Adaptability & Flexibility
• Creative & Innovative Thinking
• Accountability and Dependability
• Territory & Time Management

Job Duties

• Own a list of prospects; build and manage a pipeline of importers who need U.S. Customs Brokerage and Trade Consulting services
• Prospect and self-generate new business through networking, referral cold outreach, and industry events
• Conduct meetings and site visits with prospective clients to assess supply chain, import volume, and compliance needs
• Present and sell the full suite of Cole customs brokerage and trade consulting services, including HTS classification support, valuation, country-of-origin, and FTA/USMCA qualification
• Identify decision makers and navigate multi-stakeholder buying processes (trade compliance, logistics, finance, and executive leadership)
• Prepare and deliver proposals, pricing quotes, and Requests for Proposal (RFP) responses; negotiate pricing, credit terms, and service level agreements
• Coordinate qualified inbound leads from Inside BDRs and convert them through consultation to closing
• Manage new account set-up in accordance with Cole's onboarding procedures, ensuring required documentation, import data, and USMCA certificates are collected and accurate
• Maintain accurate and current records of all sales activity, opportunities, and forecasts in the company CRM
• Represent Cole at trade shows, industry association events, and customer appreciation functions to build brand visibility and generate leads
• Stay current on U.S. customs regulations, tariff developments, trade policy changes, and competitor activity
• Collaborate with the Business Development Director and internal operations teams to align territory strategy and ensure smooth account transitions post-sale
• Build long-term customer loyalty through proactive, consultative account management and open communication
• Provide weekly activity, pipeline, and forecast reports to sales management
• Attend sales training, monthly BD meetings, and regional sales meetings as required
• Perform other duties as assigned by immediate manager

Requirements

What You’ll Bring

• Bachelor's degree or an acceptable combination of education and experience
• 2+ years of direct outside/field sales experience; experience selling customs brokerage, trade compliance consulting, or international freight forwarding strongly preferred
• Working knowledge of U.S. import compliance concepts (HTS classification, customs valuation, USMCA, etc.) or demonstrated ability to learn quickly
• Proven track record of self-sourcing leads, managing a territory, and closing new business
• Strong opportunity qualification, pre-call planning, and account development skills
• Exceptional verbal communication, presentation, and executive-level relationship-building skills
• Strong written communication and proposal development skills
• Self-motivated, independent, and comfortable managing your own daily schedule and travel
• Experience with CRM software
• High level of integrity and work ethic

Working Conditions

• As needed local travel within assigned territory with possible overnight/out-of-territory travel for trade shows, conferences, or key accounts
• Ability to conduct in-person and virtual presentations
• Valid driver's license and reliable transportation required

Summary

Join Our Team

At Cole International, your contribution matters. You’ll be part of a community that takes pride in its work, believes in doing the right thing, and is driven to improve every day. If you're looking to be part of a company that values people and service above all, we’d love to meet you.