Strategic Sales Manager (Forwarding)

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.

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.

Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.

To find out more about us visit www.careers.tollgroup.com

You must be entitled to work in Canada and be prepared to undertake pre-employment checks including a criminal history check and medical.