SM – B2B

Company Overview

Not specified.

Job Summary

The SM – B2B role at ShipGlobal involves owning and expanding the company's B2B freight segment within a designated region. The candidate will be responsible for developing a robust pipeline of clients, managing segment-specific pricing strategies, and building a competitive positioning grounded in the economics of heavy freight. This role requires a proactive, field-oriented approach to drive revenue growth, chargeable weight volume, and segment maturity, contributing directly to the company's rapid growth in the cross-border logistics space.

Responsibilities

• Own and grow the B2B segment in your region, targeting MSMEs, sourcing agents, trading companies, manufacturers, and exporters shipping commercial freight.
• Build your own pipeline through outbound prospecting and field visits; this is a proactive "hunt" role rather than inbound.
• Qualify accounts accurately at the point of contact, ensuring adherence to weight and volumetric thresholds critical for B2B operations.
• Develop and own segment-specific pricing based on chargeable weight within company guidelines.
• Build competitive positioning rooted in the real economics of heavy freight, avoiding generic eCommerce messaging.
• Identify accounts that outgrow B2B and facilitate their transition to the Enterprise team for continued service.
• Build and manage a team of B2B Account Managers and Field Executives.
• Drive growth in revenue and chargeable weight volume, maintaining a clean and qualified pipeline.

Qualifications

• 5–8 years of experience in B2B sales, freight, or commercial logistics.
• Working knowledge of chargeable weight/volumetric pricing and commercial shipment documentation.
• Proven experience in field sales and client prospecting.
• Strong understanding of heavy freight economics.
• Excellent communication and negotiation skills.
• Ability to qualify and manage accounts effectively.
• Educational qualifications: Bachelor’s degree in Business, Logistics, Supply Chain, or related fields preferred.

Preferred Skills

• Existing relationships with MSMEs, trading houses, or manufacturers in the region.
• Experience competing based on freight economics rather than just service features.
• Exposure to account "graduation" processes, transitioning mature accounts to larger service teams.
• Strong networking and field presence capabilities.

Experience

• 5 to 8 years of relevant experience in freight sales, logistics, or related B2B sectors.
• Demonstrated success in building pipelines, closing deals, and managing accounts in a competitive environment.

Environment

• The role involves a hybrid work environment with significant field activity including client visits and prospecting.
• Location specifics are not provided, but the role requires field presence and regional travel.
• The work setting is dynamic, fast-paced, and requires adaptability to different client environments.

Salary

Not specified.

GrowthOpportunities

• Opportunity to own and scale a key segment within a rapidly growing logistics company.
• Potential for advancement into larger regional or enterprise roles based on performance and segment growth.

Benefits

Not specified.