Head of Business Development - Customs Brokerage

DHL Global Forwarding; Atlanta (GA); On-site; USD 130,000 - 173,000; Full time

Benefits offered by this job

401(k) Match: $1-for-$1 up to 4%

Stock Purchase Plan: Deutsche Post AG"

Medical coverage

Vision coverage

Dental coverage

Paid time off

Job summary

DHL Global Forwarding is seeking a dynamic Head of Sales Strategy – Customs Brokerage to lead development and execution of strategic sales initiatives across our customs brokerage portfolio.

This role focuses on driving revenue growth, strengthening market positioning, and enabling the sales organization to win in a regulated environment while partnering with Product, Operations, and IT teams.

Qualifications

• Bachelor’s or Master’s degree in Business, Supply Chain, or related field.
• 10+ years of experience in logistics, freight forwarding, or customs brokerage.
• Proven track record in sales strategy, commercial leadership, or business development.
• Strong understanding of global customs regulations and brokerage operations.
• Experience working in a matrix, global organization.
• Exceptional analytical, communication, and stakeholder management skills.
• Strategic thinking with strong execution focus.
• Commercial acumen and customer-centric mindset.
• Influencing and leadership across diverse teams.
• Data-driven decision-making.
• Change management and innovation leadership.

Responsibilities

• Define and execute the global/regional sales strategy for Customs Brokerage within DGF.
• Translate corporate growth objectives into actionable commercial plans.
• Identify market trends, customer needs, and competitive dynamics to refine strategy.
• Partner with sales leadership to drive pipeline development and conversion.
• Design and deploy go-to-market strategies, value propositions, and pricing frameworks.
• Develop tools, playbooks, and training to strengthen sales effectiveness.
• Establish KPIs and performance metrics for brokerage sales.
• Monitor and analyze sales performance, identifying opportunities for optimization.
• Lead forecasting, budgeting, and reporting for the Customs Brokerage portfolio.
• Collaborate cross-functionally with Product, Operations, Compliance, and IT.
• Partner with regional and country teams to ensure consistent execution.
• Act as a key advisor to senior leadership on customs brokerage growth opportunities.
• Drive digital and process innovation in brokerage sales (automation, analytics, customer solutions).
• Identify new revenue streams, including value-added services.

Skills

Sales strategy

Commercial leadership

Business development

Analytical skills

Stakeholder management

Strategic thinking

Execution focus

Customer-centric mindset

Influencing leadership

Data-driven decision making

Change management

Education

Bachelor’s degree

Master’s preferred

Job description

Job Title: Head of Business Development – Customs Brokerage

Location: Atlanta, Georgia

DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure we transport our customers of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. This also includes special transport-related services. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html

Reports To: Head of DCS

Role Summary

DHL Global Forwarding (DGF) is a global leader in air, ocean, and customs brokerage services, connecting businesses to markets worldwide. With a strong focus on digitalization, customer-centric solutions, and compliance excellence, we are transforming how global trade flows.

We are seeking a dynamic and commercially driven Head of Sales Strategy – Customs Brokerage to lead the development and execution of strategic sales initiatives across our customs brokerage portfolio. This role will be instrumental in driving revenue growth, strengthening market positioning, and enabling our sales organization to win in a highly competitive and regulated environment.

What You’ll Do

• Define and execute the global/regional sales strategy for Customs Brokerage within DGF
• Translate corporate growth objectives into actionable commercial plans
• Identify market trends, customer needs, and competitive dynamics to refine strategy
• Partner with sales leadership to drive pipeline development and conversion
• Design and deploy go-to-market strategies, value propositions, and pricing frameworks
• Develop tools, playbooks, and training to strengthen sales effectiveness
• Establish KPIs and performance metrics for brokerage sales
• Monitor and analyze sales performance, identifying opportunities for optimization
• Lead forecasting, budgeting, and reporting for the Customs Brokerage portfolio
• Collaborate cross-functionally with Product, Operations, Compliance, and IT
• Partner with regional and country teams to ensure consistent execution
• Act as a key advisor to senior leadership on customs brokerage growth opportunities
• Drive digital and process innovation in brokerage sales (automation, analytics, customer solutions)
• Identify new revenue streams, including value-added services

Qualifications

• Bachelor’s degree (Master’s preferred) in Business, Supply Chain, or related field
• 10+ years of experience in logistics, freight forwarding, or customs brokerage
• Proven track record in sales strategy, commercial leadership, or business development
• Strong understanding of global customs regulations and brokerage operations
• Experience working in a matrix, global organization
• Exceptional analytical, communication, and stakeholder management skills
• Strategic thinking with strong execution focus
• Commercial acumen and customer-centric mindset
• Influencing and leadership across diverse teams
• Data-driven decision-making
• Change management and innovation leadership

Pay Range

$130,011.75 - $173,349.00+ (Based on Experience)

Benefits (All Non-Union Employees)

• Compensation: Competitive base salary plus role dependent performance-based incentives.
• 401(k) Match: $1-for-$1 match up to 4% quarterly + 2% annual base contribution.
• Stock Purchase Plan: Ability to purchase Deutsche Post AG shares at a discounted rate.
• Medical: Comprehensive plans covering preventive care, inpatient/outpatient services, and prescriptions.
• Vision: Optional coverage for exams, frames, and contacts.
• Dental: Optional coverage for preventive, basic, and major services.
• Paid Time Off: 7 major holidays, 8 floating holidays, and accrued vacation/sick days.

Why Join DHL Global Forwarding?

At DHL Global Forwarding, we invest in our employees’ growth, providing training, guidance, and career advancement opportunities. We believe in building careers, not just jobs, and empowering our team to develop skills and achieve long-term success.

Be part of DHL Group, the world’s leading logistics provider, operating in 220+ countries. DHL Global Forwarding (DGF) is a global leader in air and ocean freight, with 30,000+ employees ensuring seamless transport and supply chain solutions. Explore careers with us: DHL Careers.

Equal Opportunity Employer

DHL Global Forwarding is committed to equal employment opportunities, evaluating all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.

Work Authorization

Applicants must be legally authorized to work in the United States. Visa sponsorship is not available for this role.