Strategic Sales Manager (Freight Forwarding)

Toll Group; New Jersey; On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Paid vacation

Sick time

Floating holiday

Health benefits

Life insurance

Personal accident insurance

401k match

Job summary

Toll Group is seeking a Strategic Sales Manager (Hunter) to drive growth, retention, and expansion for strategic freight forwarding accounts across local, regional, and international markets. You will develop account roadmaps, build executive relationships, and collaborate with Commercial, Operations, Product, and Finance to deliver sustainable revenue growth.

The role emphasizes strategic engagement, opportunity identification, and market analysis, with location preferences across multiple U.S.

Qualifications

• Bachelor's Degree in Business, Logistics, Supply Chain or related field.
• Minimum 7 years in freight forwarding, logistics or supply chain.
• Proven track record in managing complex strategic accounts and driving revenue growth.
• Strong knowledge of international and domestic logistics, including air/ocean freight and customs.
• Experience in business development, hunting for opportunities and strategic customer acquisition.
• Strong commercial acumen with ability to analyze market opportunities and performance metrics.
• Advanced proficiency in CRM platforms (Salesforce) and Microsoft Excel/PowerPoint.
• Excellent communication, negotiation and stakeholder management skills.
• Resilient, adaptable and culturally aware in a dynamic environment.

Responsibilities

• Develop and execute strategic account plans aligned with commercial objectives.
• Identify opportunities to grow revenue, penetrate products and expand wallet share.
• Build and maintain a robust sales pipeline by pursuing new strategic accounts.
• Lead or support high-level customer negotiations and contract discussions.
• Foster executive-level relationships and cross-functional engagement.
• Collaborate with Commercial, Operations, Product, and Finance teams.

Skills

Strategic accounts

Sales hunting

CRM Salesforce

Excel

PowerPoint

Negotiation

Stakeholder management

International logistics

Education

Bachelor's Degree in Business/Logistics

Tools

Salesforce

Job description

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post —

Summary

The Strategic Sales Manager (a Hunter) is responsible for driving the growth, retention, and expansion of a portfolio of strategic freight forwarding accounts while identifying and securing new business opportunities. This role plays a critical part in positioning Toll as a preferred logistics partner by developing strategic account roadmaps, increasing share of wallet, and building strong relationships with key customer stakeholders.

The successful candidate will lead strategic customer engagement initiatives, drive business development activities, and collaborate cross-functionally to deliver sustainable revenue growth, operational excellence, and long-term customer partnerships across local, regional, and international markets.

Location Preference: We are seeking candidates located in or willing to work from New York, New Jersey, the Ohio Valley region, Texas, or the Pacific Northwest.

Key Responsibilities

Strategic Account Management & Business Growth

• Develop and execute strategic account plans aligned with commercial objectives and customer supply chain strategies.
• Identify opportunities to grow revenue, increase product penetration, and expand share of wallet within existing strategic accounts.
• Build and maintain a robust sales pipeline by pursuing new business opportunities and acquiring targeted strategic accounts.
• Establish and manage opportunity roadmaps that position Toll as a preferred logistics and freight forwarding partner.
• Lead or support high-level customer negotiations, contract discussions, and account governance activities.

Customer Relationship Management

• Build strong executive-level relationships with customers and key decision-makers.
• Develop multi-level engagement strategies by connecting customer stakeholders with relevant internal subject matter experts and leadership teams.
• Engage prospects proactively to identify customer needs and convert opportunities into long-term partnerships.
• Drive customer retention, satisfaction, and loyalty through strategic account engagement and value creation.

Leadership & Stakeholder Collaboration

• Provide direction, coaching, and support to ensure the successful execution of strategic account objectives.
• Foster a high-performance, customer-focused culture built on collaboration, accountability, and continuous improvement.
• Partner closely with Commercial, Operations, Product, and Finance teams to deliver profitable and sustainable customer solutions.
• Collaborate with local and international stakeholders to strengthen customer relationships and support business growth initiatives.

Sales Excellence & Operational Governance

• Maintain an accurate and healthy pipeline within CRM systems, ensuring timely reporting and opportunity management.
• Establish RFQ planning calendars and engage relevant product teams to align solutions with customer requirements and growth strategies.
• Drive the implementation of SOPs, governance frameworks, and best practices across strategic accounts.
• Monitor account performance, identify improvement opportunities, and lead initiatives that enhance operational efficiency and service delivery.

Qualifications & Experience

• Bachelor's Degree in Business, Logistics, Supply Chain Management, or a related discipline.
• Minimum 7 years of experience in freight forwarding, logistics, supply chain.
• Proven track record of managing complex strategic accounts, driving revenue growth, and securing new business opportunities.
• Strong knowledge of international and domestic logistics, including air freight, ocean freight, customs, and supply chain solutions.
• Demonstrated experience in business development, sales hunting, and strategic customer acquisition.
• Strong commercial acumen with the ability to analyze market opportunities, customer data, and business performance metrics.
• Advanced proficiency in CRM platforms (e.g., Salesforce) and Microsoft Office applications, particularly Excel and PowerPoint.
• Excellent communication, negotiation, influencing, and stakeholder management skills.
• Resilient, adaptable, culturally aware, and capable of operating effectively within a dynamic and fast-paced environment.

Pay Transparency :

In compliance with applicable state and local laws, the salary range for this position varies based on the work location. Please review the ranges below:

Expected base pay range (NY, CA, IL): $150,000 - $180,000 annually, plus commission

These ranges represent the minimum and maximum salary the employer reasonably expects to pay for this position, based on the location where the work will be performed. Final compensation will be determined based on geographic location, experience, qualifications, and other job-related factors.

Remote Work Considerations: If the position allows remote work, the salary range applicable to the employee's home location will apply.

Internal Transfers/Promotions: For current employees seeking internal transfers or promotions, the salary range for the new position will be provided in accordance with applicable laws.

Benefits and Other Compensation: Toll offers all full-time employees paid vacation, sick time, floating holiday time, health benefits, life insurance & personal accident insurance, and 401k with company match.

What moves you?

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.

You must be entitled to work in United States of America and be prepared to undertake pre-employment checks including a criminal history check and medical.