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.
