[Hiring] Sales Manager, International Solutions @Odyssey

Role Description

The Sales Manager, International Solutions is an individual-contributor “Hunter”, sales role responsible for winning new client business and for Odyssey's international services portfolio – freight forwarding / NVOCC, import / export, and customs brokerage. The role will focus on delivering on the business growth strategy driving FCL volume increases through various geographies, increased customer count within the Customs House Brokerage (CHB) product, and service expansion opportunities with existing customers. This role is a trusted advisor to customers and partners and must work closely with Odyssey operations, pricing, and other internal teams to deliver results.

• Own a revenue and profitability quota for Odyssey's international services portfolio.
• Build and execute a territory and account plan with clear targets for new logos, revenue, gross profit, and product mix.
• Generate and manage a healthy pipeline through proactive prospecting, networking, referrals, industry associations, and events; maintain accurate pipeline and forecast data in the CRM.
• Prioritize growth in full container load (FCL) ocean, with emphasis on intra-Americas activity, Eastern & Western Europe trade lanes, and India.
• Maintain pricing and margin discipline, in conjunction with operations; qualify opportunities for profitability, credit, and operational fit before committing resources.
• Expand relationships with all customers by adding additional Odyssey International services to their portfolio.
• Position Odyssey's end-to-end capability as a differentiator.
• Lead a consultative, solution-oriented sales process from discovery through close and handoff.
• Conduct needs assessments of customers' supply chains, trade lanes, compliance requirements, and cost drivers; develop tailored proposals, RFP / RFQ responses, and presentations.
• Work with Pricing, Procurement, and Operations to develop competitive, profitable ocean, forwarding, and brokerage pricing; negotiate rates, terms, and contracts.
• Ensure smooth customer onboarding and implementation; remain engaged through quarterly business reviews and ongoing account development.
• Apply knowledge of chemical and other regulated cargo when selling to chemicals and similar shippers.
• Develop and strengthen relationships within the assigned geography.
• Build Odyssey's presence and reputation in the Midwest, Pacific Southwest, and / or Pacific Northwest markets.
• Establish trusted-advisor relationships with customer decision makers in logistics, procurement, trade compliance, and supply chain.
• Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity to inform pricing and strategy.
• Operate in compliance with Company policies and applicable regulations.
• Provide regular updates on pipeline, forecast, wins / losses, and market conditions to sales leadership.

Qualifications

• At least 5 years of progressive B2B sales experience in international freight forwarding, NVOCC, and / or customs brokerage.
• Experience selling both customs brokerage (CHB) and full container (FCL) ocean / NVOCC services is strongly preferred.
• Experience in intra-Americas (cross-border and ocean) and / or Eastern Europe trade lanes is highly desirable.
• Background selling to chemicals shippers is preferred; knowledge of dangerous goods handling and documentation is a plus.
• Existing customer relationships and market knowledge in the Midwest, Los Angeles, or Pacific Northwest is a plus.
• Bachelor's degree in business, supply chain, international trade, or a related field, or equivalent combination of education and experience.
• Relevant trade / logistics certifications are a plus.
• Proven hunter mentality with a track record of opening new accounts and growing existing accounts.
• Strong consultative selling, negotiation, and closing skills; ability to engage with decision makers at all levels.
• Solid understanding of international freight forwarding and trade processes.
• Financial acumen, including the ability to build quotes and proposals, understand margin and cost drivers, and manage profitability on accounts.
• Excellent oral, written, and presentation skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office.
• Self-motivated, resilient, and organized, with the ability to work independently in a field-based environment.
• Willingness and ability to travel to customers, prospects, and Odyssey locations as needed.

Requirements

• Must reside in Midwest, Pacific Northwest, or Pacific Southwest.
• 30-40% travel required (customer/prospect visits within assigned market or to Odyssey Location).
• Reports to: Sr. Sales Manager, Managed Services.
• All applicants must be currently authorized to work in the United States.

Benefits

• A choice of medical plans with FSA and HSA options.
• Dental Insurance.
• Vision Insurance.
• Company-paid Life and Disability Insurance.
• 401(k) Plan with Company Match.
• Paid Time Off (PTO) and Company Holidays.
• Employee Assistance Program.
• Company Health & Wellness Program.
• Discounts with Preferred Vendors.