Head of Sales Strategy - Customs Brokerage

Role Summary
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.
• 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)