Director Business Development, International Freight Forwarding

Ascent Global Logistics · United States · $95k – $110k · posted today ago

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About this role

About Ascent

Ascent Global Logistics, headquartered in Belleville, Michigan, is a leading global provider of expedited, time-critical logistics solutions and other direct transportation services. The company connects customers to its extensive carrier network, internal ground fleet and airline via its proprietary, digital PEAK freight marketplace, which provides robust carrier capacity and transparent pricing, backed by 24/7/365 logistics experts. Ascent’s offerings include air charter and ground expedited solutions as well as truckload, less-than-truckload, global forwarding, brokerage, and managed transportation services. The experienced Ascent team solves customers’ most challenging logistics needs by providing industry-leading service and top-tier satisfaction.

Our Guiding Principles

At the core of Ascent's culture is a strong commitment to excellence, driven by the passion and dedication of every team member. We're equally dedicated to going above and beyond for our customers, ensuring this commitment extends beyond our team and brings exceptional value to those we serve. We aim for perfect execution in everything we do and ‘play hard’ by creating an environment where tasks are performed with a can-do attitude from start to finish. We ‘play smart’ by delivering on our commitments in an honest, fair and ethical manner. We treat every person with whom we interface with the utmost dignity and respect. We understand that our teammates are our most valuable assets, so we ‘play together’ by making every effort to provide a professional and enjoyable experience, enabling careers to flourish and personal growth to be achieved.

What You’ll Do

The Director of Business Development for International Freight Forwarding will be responsible for identifying, developing, and maintaining relationships with new business clients within Ascent's targeted international markets, with a primary focus on Airfreight. This individual will drive profitable growth of Ascent’s international import and export airfreight portfolio while also leveraging Ascent’s Ocean and US Customs brokerage capabilities to deliver complete end-to-end solutions. The role will focus on establishing strategic partnerships with key customers and expanding Ascent's market presence in airfreight-intensive industries and trade lanes

Develop and maintain strong professional relationships through regular in-person communication and travel, establishing multiple points of contact within customer organizations
Foster relationships with mid-tier and top-tier customers, clearly understanding their business needs to identify opportunities for upselling and cross-selling
Identify, pursue, and secure new business opportunities, curating a consistent, strong pipeline of ideal prospects.
Leverage deep airfreight industry expertise, complemented by ocean knowledge, to effectively engage with potential clients
Lead the consultative sale of Ascent’s international airfreight portfolio, including direct and back-to-back, expedited/next-flight-out, and air charter solutions
Target and win business in airfreight-intensive verticals such as aerospace, automotive, high-tech and semiconductor, e-commerce, and industrial manufacturing
Partner with pricing, procurement, and operations teams to develop competitive airfreight proposals and RFP/RFQ responses, including lane-level rate structures, chargeable weight analysis, and fuel and security surcharge considerations
Leverage airline, GSA, and overseas agent relationships, along with Ascent’s air charter capabilities, to secure capacity through block space agreements, allocations, and contingency plans during peak seasons and market disruptions
Monitor and interpret global air cargo market dynamics, including capacity, rate trends, trade lane shifts, and geopolitical and regulatory changes, and translate them into proactive customer strategies
Analyze customer shipping data to identify mode optimization opportunities (air vs. ocean vs. sea-air) that balance transit time, cost, and inventory goals
Proactively identify and develop opportunities for Ascent’s international logistics solutions
Present compelling logistics solutions to prospective customers that deliver sustainable and strategic value
Establish and strengthen strategic partnerships with key decision-makers across multiple levels within customer organizations
Provide customers with consistent market intelligence and industry updates to enhance their decision-making processes
Serve as a trusted advisor to customers, offering expert guidance on transportation and supply chain solutions
Ability and willingness to travel up to 50% of the time

What You’ll Bring

Bachelor’s degree from an accredited four-year college or university, or a minimum of 7-10 years related experience and/or training; equivalent combinations of education and experience will be considered

Demonstrated expertise and a proven track record within the International Freight Forwarding segment, with an emphasis on international airfreight
Minimum of 5 years of business development or sales experience focused on international airfreight, with a proven record of winning new logos and growing airfreight revenue and gross profit
Strong working knowledge of airfreight operations and documentation, including MAWB/HAWB, chargeable and volumetric weight, ULDs, consolidation, routing, and transit hub strategies
Familiarity with air cargo security and regulatory requirements, such as TSA Certified Cargo Screening Program (CCSP) and Known Shipper, IATA Dangerous Goods Regulations, CBP ACAS, AES/EEI filing, and export controls (EAR/ITAR)
Solid understanding of Incoterms® 2020 and their impact on mode selection, landed cost, and risk transfer
Experience managing pipelines and forecasts in a CRM platform with the ability to use shipment data and market analytics to drive sales strategy
Preferred: IATA Dangerous Goods certification, IATA/FIATA diploma, Licensed Customs Broker, or other relevant industry credentials

Exceptional language and communication skills, including the ability to analyze and interpret business publications, technical documents, and governmental regulations; skilled in preparing clear reports, correspondence, and manuals, and capable of effectively presenting and responding to inquiries from managers, clients, customers, and the public

Strong reasoning and problem-solving abilities; capable of interpreting and implementing instructions provided in written, oral, or visual formats, and effectively managing issues involving multiple variables within established guidelines