Sr. Sales Manager, International Solutions

About Odyssey Logistics

Odyssey Logistics is a global logistics and supply chain partner helping businesses optimize performance through fully integrated, end-to-end solutions. We connect transportation, technology, and expertise across a broad network of services including 3PL and 4PL managed services, multimodal and intermodal transport, warehousing, trucking, Jones Act Ocean, and customs brokerage, ensuring goods move reliably, efficiently, and intelligently around the world.

Today, Odyssey supports more than 6,000 customers globally, delivering scalable, data driven solutions across complex supply chains. What started with a single client has grown into a dynamic, evolving organization focused on performance, precision, and long term partnership.

What Sets Us Apart

Our work is complex, fast moving, and highly collaborative. Success here requires people who think strategically, operate with urgency, and navigate across functions to solve real business challenges. We value individuals who take ownership, challenge the status quo, and turn insight into action.

Our culture is grounded in five core values: Win Together, Innovate Boldly, Drive Results, Customer Centric, and Guide with Care. These are not just principles; they shape how we make decisions, partner with customers, and show up for each other.

At Odyssey, you are not just part of a company; you are part of building what comes next.

The Role

Work Model: Remote – must reside in Midwest, Pacific Northwest, or Pacific Southwest

Work Schedule: Monday – Friday, standard business hours

Travel Requirements: Yes; 30-40% travel required (customer/prospect visits within assigned market or to Odyssey Location)

Supervisory Responsibilities: Yes

Reports to: SVP, Sales

All applicants must be currently authorized to work in the United States.

Summary / Primary Role: The Sr. Sales Manager, International Solutions is a player-coach sales leader responsible for growing Odyssey's international services portfolio – freight forwarding / NVOCC, import / export, and customs brokerage – across the company's top ten strategic accounts while leading and coaching the International Solutions sales team. As a player, this role owns executive-level relationships with the top ten strategic accounts, expands net revenue through new trade lanes and new services, cross-sells Odyssey's international services across each client, and wins new business through an established professional network. As a coach, this role leads, develops, and manages the sales performance of the Sales Managers, International Solutions. This role is a trusted advisor to customers and partners and works closely with Odyssey operations, pricing, and other internal teams to deliver results.

What You’ll Do

• Own the relationship and net revenue growth for Odyssey's top ten strategic accounts.
• Build and execute a strategic account plan for each account with clear targets for net revenue, gross profit, service mix, and new lanes.
• Expand net revenue by identifying and developing new trade lanes and new international services – FCL ocean, freight forwarding / NVOCC, import / export, and customs brokerage (CHB) – within each account.
• Cross-sell Odyssey's international services across each client's full portfolio, positioning end-to-end capability – ocean, customs clearance, and domestic intermodal, trucking, and warehousing – as a differentiator.
• Establish and maintain trusted-advisor relationships with customer executives and decision makers in logistics, procurement, trade compliance, and supply chain; lead executive business reviews.
• Maintain pricing and margin discipline, in conjunction with operations; qualify opportunities for profitability, credit, and operational fit before committing resources.
• Drive new business through an established network.
• Leverage industry relationships, referrals, associations, and events to open new accounts and new opportunities for Odyssey's international services.
• Own a personal revenue and profitability quota in addition to team targets; maintain accurate pipeline and forecast data in the CRM.
• Lead a consultative, solution-oriented sales process on complex, multi-service opportunities, including RFP / RFQ responses, proposals, rate negotiations, and contracts.
• Lead, coach, and develop the International Solutions sales team.
• Lead and coach the Sales Managers, International Solutions, through regular one-on-ones, pipeline and deal reviews, joint customer calls, and skills development.
• Manage sales performance: set quotas, goals, and KPIs; monitor results against plan; hold the team accountable; and address performance gaps in partnership with Human Resources.
• Establish and enforce sales disciplines, including account planning, pipeline management, forecasting, and CRM data quality.
• Align coverage between new-business and account management roles to ensure clean handoffs, no gaps, and no duplication in customer coverage.
• Participate in recruiting, hiring, onboarding, and succession planning for the team.
• Contribute to international growth strategy and cross-functional execution.
• Partner with the SVP, Sales on the international growth strategy, annual plan, and forecast.
• Work with Pricing, Procurement, Operations, and other internal teams to deliver competitive, profitable solutions and a strong customer experience.
• Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity to inform pricing and strategy.
• Apply knowledge of chemical and other regulated cargo (e.g., dangerous goods documentation and handling requirements) when selling to chemicals and similar shippers.
• Operate in compliance with Company policies and applicable regulations.
• Adhere to Odyssey's Corporate Compliance Programs.
• Provide regular updates on pipeline, forecast, wins / losses, team performance, and market conditions to the SVP, Sales.

What You Bring

• 10+ years of progressive B2B sales experience in international freight forwarding, NVOCC, and / or customs brokerage, with a demonstrated record of meeting or exceeding sales quotas.
• 3+ years of experience leading, coaching, or managing sales professionals; player-coach experience is strongly preferred.
• Demonstrated success managing strategic or enterprise accounts and growing net revenue through new lanes, new services, and cross-selling.
• Established network of shipper relationships and industry contacts that can be leveraged to generate new business.
• Experience selling both customs brokerage (CHB) and full container (FCL) ocean / NVOCC services is strongly preferred.
• Background selling to chemicals shippers is preferred; knowledge of dangerous goods handling and documentation is a plus.
• Bachelor's degree in business, supply chain, international trade, or a related field, or equivalent combination of education and experience.
• Relevant trade / logistics certifications are a plus.
• Strong consultative selling, negotiation, and closing skills; ability to engage with decision makers at all levels, including C-suite executives.
• Solid understanding of international freight forwarding and trade processes – ocean freight, NVOCC operations, import / export documentation, Incoterms, carrier contracting, and U.S. customs regulations.
• Financial acumen, including the ability to build quotes and proposals, understand margin and cost drivers, and manage profitability on accounts.
• Proven ability to coach, motivate, and develop others and to manage performance against quota.
• Excellent oral, written, and presentation skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office; disciplined pipeline management and forecasting.
• Willingness and ability to travel to customers, prospects, and Odyssey locations as needed.

Compensation & Schedule Details

Bonus Eligible: No

Commission Eligible: Yes

No relocation allowance will be considered unless specifically addressed.

All applicants must be currently authorized to work in the United States.

Benefits

We offer a comprehensive and competitive compensation and benefits package, including:

• A choice of medical plans with FSA and HSA options
• Dental Insurance
• Vision Insurance
• Company-paid Life and Disability Insurance
• 401(k) Plan with Company Match
• Paid Time Off (PTO) and Company Holidays
• Employee Assistance Program
• Company Health & Wellness Program
• Discounts with Preferred Vendors

At Odyssey, we believe the best ideas come from people with different skills, experiences, and perspectives. We welcome applicants from all backgrounds and evaluate every candidate based on the qualifications needed for the role, while also valuing the unique strengths, curiosity, and fresh thinking each person brings. Our commitment to inclusion helps fuel innovation and enables us to deliver smarter, more creative solutions for our customers. We are proud to be a workplace where everyone is treated with respect, given equal opportunity to succeed, and encouraged to contribute in meaningful ways. All employment decisions are based on merit, without regard to race or ethnicity, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, or any other characteristic protected by federal, state, or local law.

Odyssey does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances.

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