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Job Description / Qualifications

Japanese logistics company is seeking Sales Manager in Dallas, TX

Role and Responsibilities

Position Summary:

The primary objective of this position is to expand the company's non-Japanese customer base across all logistics segments, including air freight, ocean freight, customs brokerage, domestic transportation, warehousing, and other supply chain services. This position will also work closely with other branches in the United States and overseas affiliates to identify, develop, and share business opportunities across multiple regions. The successful candidate will have extensive experience in freight forwarding or logistics sales, strong industry knowledge, an established professional network, and the ability to independently develop and manage a qualified sales pipeline.

Responsibilities:

• New Business Development
• Identify, pursue, and acquire new non-Japanese-owned customers throughout the DFW Branch's assigned territory, including Texas, Oklahoma, Louisiana, and surrounding areas.
• Develop new business across all logistics segments, including air freight, ocean freight, customs brokerage, domestic transportation, warehousing, and other value-added services.
• Build relationships with key decision-makers, including logistics, supply chain, procurement, import/export, plant management, and senior management personnel.
• Conduct customer visits, presentations, needs assessments, commercial discussions, and contract negotiations.
• Prepare proposals and coordinate quotations with internal operations.
• Maintain an active and qualified sales pipeline from initial contact through implementation.
• Identify cross-selling opportunities by offering additional logistics services to both new and existing customers.

Regional, National, and International Sales Coordination

• Gather information regarding customers' logistics needs and potential business opportunities in other U.S. regions and overseas markets.
• Share qualified sales leads with other branches in the United States and overseas affiliates.
• Coordinate with sales and operations teams in other locations to develop regional, national, and international business opportunities.
• Act as a sales liaison between the DFW Branch and other offices.
• Support the development of multi-location, national, and global customer accounts.
• Follow up on sales leads received from other offices and provide timely status updates.
• Promote collaboration and information sharing throughout the our global network.

Existing Account Development

• Maintain strong relationships with assigned existing customers.
• Conduct regular customer visits and account reviews to understand changing logistics requirements.
• Sales will be the main window of all the operational issues and claim with the customer and try to solve any issue with the support from operation team to meet the customer needs.
• Identify opportunities to expand the scope and volume of services provided to existing customers.
• Work with internal departments to address customer concerns and improve service quality.
• Develop cross-selling opportunities in air freight, ocean freight, customs brokerage, domestic transportation, warehousing, and related logistics services.
• Support long-term customer retention and profitable account growth.

Sales Planning and Reporting

• Develop annual and monthly sales plans in alignment with branch and company objectives.
• Maintain accurate sales activity, pipeline information, and customer data in the company's sales management system.
• Provide regular reports on customer visits, sales opportunities, quotations, expected revenue, gross profit, and implementation status.
• Monitor market conditions, competitor activities, customer trends, and new business developments throughout the assigned territory.
• Prepare sales forecasts and provide management with clear updates regarding risks, opportunities, and expected results.
• Monitor the progress and profitability of newly acquired business.

Internal Collaboration

• Coordinate closely with DFW Branch operations to ensure that proposed services can be successfully implemented.
• Work with pricing, operations, finance, compliance, management, and other internal teams to develop competitive and profitable solutions.
• Ensure that customer commitments are operationally achievable and financially sustainable.
• Support the transition of newly acquired business from sales to operations.
• Participate in customer implementation meetings and monitor performance after the business launch.
• Address operational or commercial issues in cooperation with the appropriate internal departments.

Qualifications

• Extensive sales or business development experience in freight forwarding, logistics, transportation, or supply chain services.
• Demonstrated success in developing new customer accounts and managing complex sales opportunities.
• Strong knowledge of air freight and ocean freight services.
• Working knowledge of customs brokerage, domestic transportation, warehousing, and supply chain solutions.
• An established network of business relationships within the logistics, manufacturing, and trade communities in Texas and surrounding states is strongly preferred.
• Experience working with local and non-Japanese-owned customers is preferred.
• Ability to independently develop a sales strategy and manage the full sales cycle from prospecting through implementation.
• Strong communication, presentation, negotiation, and relationship-management skills.
• Ability to work effectively with multiple branches, overseas affiliates, and operational departments.
• Strong analytical and commercial judgment, including an understanding of revenue, gross profit, pricing, and account profitability.
• Proficiency with Microsoft Office and CRM or sales management systems.
• A bachelor's degree in business, logistics, supply chain management, or a related field is preferred.
• Ability to travel throughout the assigned territory and to other U.S. locations as required.

Key Competencies

• New business development
• Strategic account management
• Customer relationship management
• Freight forwarding and logistics knowledge
• Commercial negotiation
• Cross-selling and solution-based selling
• Sales pipeline management
• Financial and profitability awareness
• Regional, national, and international sales coordination
• Internal collaboration
• Accountability and self-management

Performance Expectations

• Development of qualified new business opportunities
• Acquisition of new non-Japanese customer accounts
• Revenue and gross profit generated from new business
• Growth and retention of assigned existing customer accounts
• Cross-selling results across multiple logistics services
• Quality and value of sales leads shared with other branches and overseas affiliates
• Effective follow-up on sales leads received from other offices
• Accuracy of sales forecasts and pipeline reporting
• Successful implementation and profitability of newly acquired accounts
• Customer satisfaction and long-term account development
• Contribution to collaboration among offices
• Specific revenue, gross profit, pipeline, and customer acquisition targets will be established annually based on the employee's compensation, assigned territory, available sales opportunities, and branch budget.

Work Location

The position is not required to be based in the Dallas–Fort Worth area. The selected candidate may be based anywhere in Texas, provided that they can effectively cover the entire state of Texas, travel throughout the DFW Branch's assigned territory, and maintain regular communication and coordination with the DFW Branch.