International Business Development Representative (Air & Ocean Freight)

About The GTI Group

The GTI Group is a leading North American transportation and logistics provider delivering customized supply chain solutions across Canada, the United States, and internationally. Our services include International Air & Ocean Freight, Domestic Transportation, Cross-Border Transportation, Warehousing, Customs Brokerage, Project Logistics, and Supply Chain Management.

As we continue to expand our international footprint, we are seeking an ambitious and results-driven International Business Development Representative to join our growing sales team.

Position Summary

The International Business Development Representative is responsible for identifying, developing, and closing new business opportunities within the international freight forwarding sector. This role focuses primarily on Air Freight and Ocean Freight imports and exports, targeting manufacturers, distributors, importers, exporters, retailers, and e-commerce businesses.

This is a hunter role designed for someone who enjoys prospecting, building relationships, uncovering customer pain points, and creating customized logistics solutions.

Responsibilities

• Generate new business opportunities through cold calling, networking, referrals, email campaigns, LinkedIn outreach, and industry events.
• Develop and maintain a healthy sales pipeline using CRM software.
• Prospect importers and exporters requiring Air and Ocean Freight services.
• Identify opportunities involving:
  • Air Imports & Exports
  • Ocean FCL (Full Container Load)
  • Ocean LCL (Less than Container Load)
  • Customs Brokerage
  • Warehousing & Distribution
  • Cross-border transportation
  • Value-added logistics services
• Conduct customer needs assessments and present customized logistics solutions.
• Prepare competitive quotations with the Pricing and Operations teams.
• Negotiate pricing and service agreements.
• Build long-term relationships with key decision makers.
• Achieve monthly, quarterly, and annual sales targets.
• Maintain accurate CRM records, forecasts, and sales activities.
• Collaborate closely with Operations to ensure successful onboarding of new customers.
• Stay informed on international shipping regulations, Incoterms, market trends, and competitor activity.
• Represent The GTI Group professionally at customer meetings and industry events.

Qualifications

Required

• Minimum 2 years of Business Development or Outside Sales experience.
• Minimum 1 year selling International Freight Forwarding services.
• Strong understanding of:
  • Air Freight
  • Ocean Freight
  • FCL & LCL
  • Import/Export procedures
  • Incoterms
  • Customs processes
• Proven track record of generating new business.
• Excellent communication and negotiation skills.
• Ability to manage multiple sales opportunities simultaneously.
• Self-motivated with a hunter mentality.
• Valid driver's license and reliable transportation.
• Ability to travel locally for customer meetings.

Preferred

• Existing book of business.
• Experience with CargoWise, Magaya, Descartes, or similar TMS.
• Knowledge of international trade compliance.
• Experience selling customs brokerage or warehousing solutions.
• Bilingual (English/French) is considered a strong asset.

Desired Skills

• Prospecting
• Cold Calling
• Lead Generation
• Relationship Building
• Negotiation
• Solution Selling
• CRM Management
• Time Management
• Customer Service
• Strategic Thinking
• Communication
• Closing Skills

Key Performance Indicators (KPIs)

• Qualified opportunities created
• Weekly prospecting activity
• Customer meetings completed
• New accounts opened
• Gross Profit generated
• Revenue generated
• Pipeline value
• Customer retention
• CRM activity completion
• Quarterly sales growth

Compensation & Benefits

• Competitive Base Salary
• Uncapped Commission Program
• Performance Bonuses
• Health & Dental Benefits
• Paid Vacation
• Professional Development
• Hybrid Work Environment
• Career Advancement Opportunities

Why Join The GTI Group?

At The GTI Group, you'll have the opportunity to work with an experienced logistics team while building your own book of business. We provide the resources, operational support, and entrepreneurial environment needed for high-performing sales professionals to thrive.

If you're passionate about international logistics, enjoy building client relationships, and are motivated by unlimited earning potential, we'd love to hear from you.