Key takeaways
- Sales and business development in freight forwarding isn’t one job. The same commercial skills can take you into automotive, healthcare, fashion and luxury, industrial projects and more.
- Many of the roles we’re recruiting for are genuine new business roles backed by an established operations network, so you’re selling a service that’s already proven.
- Salaries range from around $70,000 for sales executives in the US to more than $200,000 for senior industrial and automotive leaders.
- You don’t have to start in sales. Inside sales and pricing roles offer a clear route in from operations.
What does a sales job in freight forwarding involve?
Freight forwarding sales is about winning and growing customers who need to move goods internationally. Most roles fall into one of four types:
- New business sales: finding, pitching and winning new customers.
- Key account management: looking after a portfolio of existing customers and growing their business.
- Vertical sales: selling into one industry, such as automotive or healthcare, where specialist knowledge sets you apart.
- Trade lane management: owning the commercial performance of a specific route, such as Europe to the US.
Whichever type you choose, the industry you sell into shapes your day as much as the job title does.
Which industries can you work in as a freight sales executive?
1. Automotive
Automotive sales means working with manufacturers and suppliers whose production lines depend on parts arriving on time. Account managers in this sector hold the commercial relationship for a portfolio of automotive customers across a region.
Roles we’re recruiting for:
- Regional Key Account Manager, Automotive, Detroit: $90,000 to $130,000.
- Sales Director, Automotive, Chicago: $150,000 to $200,000. This is a strategic role with ownership and visibility at group level.
2. Healthcare
Healthcare sales covers pharmaceuticals, life sciences and medical devices, where shipments are often temperature-sensitive and highly regulated. Customers want a forwarder they can trust with high-value, critical products.
Roles we’re recruiting for:
- Sales Executive, Healthcare, Frankfurt: a new business role with an international forwarder with a strong European network. Salary is negotiable.
3. Fashion and luxury
Fashion and luxury customers need speed, security and care for high-value goods, often timed around seasonal launches. Selling into this sector means understanding brands as well as freight.
Roles we’re recruiting for:
- Business Development Manager, Fashion and Luxury Accounts, New York: $80,000 to $150,000. The role drives growth across a fashion and luxury accounts portfolio.
4. Projects and industrial
Project and industrial sales means winning large, complex contracts for moving heavy machinery, breakbulk and out-of-gauge cargo. Deals take longer to close but tend to be high in value, and senior roles carry real commercial ownership.
Roles we’re recruiting for:
- Project Sales, Business Development, Sydney or Brisbane: A$130,000 to A$160,000, with a specialist in complex freight.
- Director of Projects, Northern Europe: $150,000 to $190,000. The role owns commercial development, delivery and financial performance for an Industrial Projects division.
- EMEA Head of Industrial, remote: $160,000 to $220,000.
- Director of Industrial Projects, APAC, Singapore: a newly created role leading a new Industrial Projects division for a top 25 global forwarder.
5. Trade lanes
A trade lane manager owns the performance of a specific route, working with carriers, the overseas network and sales teams to grow volumes and margin on that lane.
Roles we’re recruiting for:
- Trade Lane Manager, Europe, Atlanta: $100,000 to $130,000, with a privately held global forwarder entering a phase of strategic expansion.
6. General forwarding new business
Not every sales role is tied to one industry. Many forwarders are expanding their sales presence in key cities and hiring people to win new customers across a broad mix of cargo.
Roles we’re recruiting for:
- Sales Executives in California, Seattle and Chicago: $70,000 to $140,000.
- Sales Executive, Hamburg: €70,000 to €100,000.
- Business Development Managers, Chicago: $100,000 to $140,000.
- Business Development Managers, Sydney: A$120,000 to A$180,000.
Many of these are genuine new business roles with an established operations network behind them, so you’d be selling into a region where delivery is already proven.
What do freight sales jobs pay?
| Role | Location | Salary |
|---|---|---|
| Sales Executive | US | $70,000 to $140,000 |
| Sales Executive | Hamburg | €70,000 to €100,000 |
| Business Development Manager | Chicago | $100,000 to $140,000 |
| Business Development Manager | Sydney | A$120,000 to A$180,000 |
| Business Development Manager, Fashion and Luxury | New York | $80,000 to $150,000 |
| Regional Key Account Manager, Automotive | Detroit | $90,000 to $130,000 |
| Trade Lane Manager, Europe | Atlanta | $100,000 to $130,000 |
| Director of Projects | Northern Europe | $150,000 to $190,000 |
| Sales Director, Automotive | Chicago | $150,000 to $200,000 |
| EMEA Head of Industrial | Remote | $160,000 to $220,000 |
These are base salary ranges from roles Freight Appointments is recruiting for. Many sales packages also include commission.
How can you move into freight sales from operations?
You don’t have to start again. Two roles act as a bridge between operations and sales.
Inside sales blends quoting with account development. We’re currently recruiting for an Inside Sales role in ocean export in Hamburg, paying €45,000 to €60,000, with a clear route into external sales for the right person.
Pricing sits between sales and operations and has real influence over how business is won. You’d calculate rates, prepare competitive quotations and negotiate with carriers. We’re recruiting for a Pricing Analyst in Los Angeles at $75,000 to $90,000, and a Pricing Specialist in Düsseldorf at €40,000 to €50,000.
Operations experience is a real advantage in sales. You understand what customers need, what can go wrong and what it takes to deliver.
What do employers look for in freight sales candidates?
- A track record you can prove: the accounts you’ve won, the lanes and verticals you’ve grown and the results behind them.
- Confidence and clarity: the ability to get to the point with customers and colleagues.
- Industry knowledge: for vertical roles, an understanding of how that industry works and what its customers value.
- Honesty: employers and recruiters check references, so be accurate about your experience.
How can Freight Appointments help you find a sales role?
Freight Appointments recruits only in freight forwarding, across the USA, Germany, Benelux and Australia. More than 900 of our candidates have been hired since 2019.
Our sales recruiters know what competitors’ salary and commission structures look like, who’s growing which lanes and verticals, and where you might have a shot at equity. Every conversation is confidential.
Browse our current sales vacancies, or get in touch to talk about your next move.
FAQs
What industries can a freight sales executive work in?
Freight sales roles span automotive, healthcare, fashion and luxury, industrial projects, trade lane management and general forwarding new business, among others.
How much does a freight forwarding sales executive earn?
Roles Freight Appointments is recruiting for pay around $70,000 to $140,000 in the US, €70,000 to €100,000 in Hamburg and A$120,000 to A$180,000 for business development managers in Sydney, usually plus commission.
Can you move from freight operations into sales?
Yes. Inside sales and pricing roles are common routes in, and operations experience is valued because you understand what it takes to deliver for customers.
What does a trade lane manager do?
A trade lane manager owns the commercial performance of a specific route, working with carriers, the overseas network and sales teams to grow volume and margin.
What is the difference between a sales executive and a key account manager?
A sales executive focuses on winning new customers. A key account manager looks after and grows a portfolio of existing customers.
