Strategic Sales Manager (Freight Forwarding)

Toll Group; New York (NY); Hybrid; USD 150,000 - 180,000; Full time

Benefits offered by this job

Paid vacation

Sick time

Floating holidays

Health benefits

Life insurance

401k with company match

Job summary

Toll Group is seeking a Strategic Sales Manager to drive growth and retention of a portfolio of strategic freight forwarding accounts while pursuing new business opportunities. You will develop strategic account roadmaps, expand share of wallet, and build senior-level relationships across local and international markets.

This role requires leading cross‑functional collaboration with Commercial, Operations, Product, and Finance teams, maintaining an accurate CRM pipeline, and negotiating

Qualifications

• Bachelor's degree in Business, Logistics, or related discipline.
• At least 7 years in freight forwarding or logistics.
• Proven track record in managing strategic accounts and revenue growth.
• Strong knowledge of international and domestic logistics.
• Experience in business development and sales hunting.
• Advanced CRM proficiency, especially Salesforce, and MS Office.
• Excellent communication, negotiation, and stakeholder management.

Responsibilities

• Develop and execute strategic account plans aligned with objectives.
• Grow revenue, expand share of wallet, and build pipelines.
• Lead high-level customer negotiations and contracts.
• Collaborate with cross-functional teams to deliver solutions.
• Maintain CRM pipeline and report on opportunities.

Skills

CRM (Salesforce)

Excel

PowerPoint

Negotiation

Stakeholder management

Business development

Education

Bachelor's degree in Business / Logistics / Supply Chain

Tools

Salesforce

Microsoft Excel

PowerPoint

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 — www.tollgroup.com

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.