Customs Business Development Manager

Role Overview

This position drives revenue growth and market expansion for the customs house brokerage (CHB) division by identifying opportunities, building client relationships, and converting prospects into long-term customers. The manager serves as a bridge between commercial ambitions and operational execution, ensuring that customs solutions are both competitive in the market and fully compliant with trade regulations. Success in this role directly expands the company's share of customs clearance volume and gross profit within a highly regulated, service-driven industry.

Key Responsibilities

• Design and implement a growth plan for customs brokerage services that increases clearance revenue and market share across target segments.
• Partner with the sales organization to build and maintain a qualified opportunity pipeline, moving prospects through discovery, solution design, pricing, negotiation, and contracting.
• Own agreed targets for sales, clearance volume, revenue, and gross profit, and develop business cases for new services or priority investments.
• Acquire new customs clients while expanding service adoption within existing accounts through compelling value propositions that address compliance pain points, border delays, and regulatory burdens.
• Conduct regular account reviews to uncover upselling and cross-selling opportunities, monitor retention risks, and coordinate service improvements with relevant teams.
• Track market trends, competitor moves, and customs regulatory changes, translating findings into customer opportunities and structured feedback for product and operations teams.
• Collaborate with sales, customer experience, finance, compliance, and operations to design customs solutions that are compliant, scalable, and aligned with margin targets.
• Maintain accurate pipeline and activity reporting, deliver forecasts and business development updates, and identify performance gaps requiring corrective action.
• Support smooth handover of won business into operations with clear milestones, ownership, and customer communication.
• Lead strategic initiatives that enhance customs capabilities, advance digital adoption, and standardize service delivery.

Requirements & Qualifications

• Bachelor's degree in supply chain management, logistics, international trade, business administration, economics, or a related discipline.
• Professional certification in customs, trade compliance, sales, commercial management, or supply chain management is advantageous.
• Five to ten years of relevant experience in customs brokerage, freight forwarding, logistics, international trade, or a comparable field.
• Proven track record in customs brokerage sales, business development, customer acquisition, or solution selling, with demonstrated revenue, volume, or gross profit growth.
• Strong working knowledge of customs regulations, clearance processes, bonded operations, transit cargo, and international trade practices.
• Experience developing value propositions, customer solutions, pricing inputs, proposals, tenders, and business cases.
• Ability to collaborate effectively across sales, product, operations, customer experience, finance, and compliance functions.
• Comfort influencing stakeholders without direct authority and maintaining accountability across the full opportunity-to-implementation cycle.

What We Offer / Why Join

This role operates within a global organization where you will engage with colleagues and customers across diverse markets and cultural backgrounds. The environment values individual performance within highly professional teams, supported by a culture of acceptance, respect, and dedication. The company competes ethically and prioritizes transparency and accountability, striving to be a credible and valuable business partner. Hiring decisions are made on merit, irrespective of gender, age, nationality, or religious belief.