Imperative Logistics- Business Development / Director BD - CA

Imperative Logistics specializes in highly complex air, ocean, and ground shipments, custom brokerage services and a full suite of international logistics solutions. Founded on the principle that every client deserves exceptional, personalized service, we continue to set the standard for excellence in global freight forwarding. Focusing on industries with unique needs, we understand the sensitivity of shipments and ensure the utmost attention to detail.

Role Overview

All potential candidates with 3+ years experience in our target markets are encouraged to apply! We will shape this opportunity around your strengths, seniority, and existing network of potential business.

As a driver on our Business Development team, you will be a key to Imperative Logistics growth strategy. This role is built for a true hunter! Someone who thrives on winning new business, cultivating executive-level relationships, and delivering high-revenue logistics solutions.

Ideal candidates are current rainmakers with a proven track record of success in the freight forwarding and international logistics industry. You will be responsible for identifying and closing new opportunities, expanding our footprint across key verticals, in key markets, and handling complex, high-value deals. This is an individual contributor role for top-tier sales performers who want to operate at a strategic level and make a significant impact.

Key Responsibilities

• Drive New Revenue: Identify, pursue, and close new business opportunities across international air, ocean, and multimodal freight channels.
• Hunter Sales Mentality: Generate new pipeline through high-volume outreach—calls, emails, referrals, and network activation.
• Build Strategic Relationships: Cultivate and maintain relationships with senior decision-makers at target and existing client organizations.
• Leads Follow up: Engage with sales leads provided by the Corporate Sales Office and global partners, ensuring timely follow-up and conversion strategies
• Ability to Travel: Conduct in-person and virtual meetings, including travel within assigned regions, to present Imperative Logistics value proposition.
• Consultative Selling: Design and deliver customized, global transportation solutions that solve client-specific challenges and deliver measurable ROI.
• Close Bigger Deals: Take the lead on larger, more complex, and higher-margin opportunities that align with strategic revenue goals.
• Cross-Functional Partnership: Work closely with operations, implementation, and account management teams to ensure seamless onboarding and long-term satisfaction.
• CRM Discipline: Maintain accurate, timely records of all pipeline activity, deal status, and customer touchpoints in CRM platforms.
• Territory & Vertical Expansion: Develop and execute growth strategies across assigned industries or geographies.
• Client Onboarding: Oversee smooth transitions from signed deals to live shipments, including SOP creation and pricing support.
• Be a Brand Ambassador: Represent Imperative Logistics at industry events, conferences, and client meetings.

Must-Have Qualifications

• Minimum 3 years (8+ years for Director role) of successful freight forwarding sales experience. Ideal mix is international import/export, air and ocean sales, in our key verticals and territories.
• Hunter mindset with a proven track record of high outbound activity and new business wins.
• Strong understanding of global transportation, customs brokerage, and logistics pricing models.
• Experience closing deals with mid-market to enterprise-level clients.
• Highly proficient in CRM platforms (Salesforce, ZoomInfo, HubSpot, or similar) and MS Office Suite.
• Strong verbal and written communication skills; confident in presenting to C-suite executives.
• Ability to work independently, manage your territory, and maintain pipeline accountability.
• Experience with key verticals: Healthcare, Life Sciences, Aerospace, Biotech, Advanced Manufacturing, Automotive, or Specialty Chemicals.
• Must live in the territory and be able to work onsite, in office, in person, when needed.

Preferred Qualifications

• Existing network of client relationships
• Bachelor’s degree in Business, Supply Chain, or related field.
• Experience navigating long sales cycles, managing RFPs, and building multi-year agreements.
• Exposure to start-up or high-growth logistics environments with entrepreneurial agility.

What We Offer

• Competitive base salary
• Uncapped commission starting day 1, dollar 1
• Car allowance and expense account
• Ful