Strategic Sales Manager (Freight Forwarding)
Toll Group
Strategic Sales Manager (Freight Forwarding)
Job Description
Categories: Logistics, Sales, Freight Forwarding, Supply Chain
About Toll Group
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com
About the Role
We are seeking a highly driven Strategic Sales Manager to spearhead commercial growth for our Global Forwarding business in Malaysia. This role is responsible for developing long‑term strategic customer partnerships, driving revenue expansion, and leading high-impact sales initiatives across Air, Ocean, and Multimodal logistics solutions.
You will work closely with regional leadership, commercial teams, and key customers to deliver sustainable, profitable growth while positioning Malaysia as a strategic gateway in the Asia-Pacific logistics landscape.
Key Responsibilities
1. Strategic Sales Leadership
Develop and execute national strategic sales plans aligned with business growth objectives.
Identify high-value verticals and enterprise-level accounts to anchor long-term growth.
Lead customer penetration strategies across Air, Ocean, Customs Brokerage, and Value-Added Services.
2. Key Account Management & Customer Excellence
Manage and grow a portfolio of strategic and regional key accounts.
Serve as an executive sponsor for major customers to strengthen long-term partnerships.
Lead customer QBRs, performance reviews, and solution optimisation discussions.
3. Business Development & Revenue Growth
Drive large opportunity pipelines (RFI/RFQ/RFP) and coordinate cross-functional bid responses.
Negotiate commercial agreements ensuring profitability, service quality, and long-term retention.
Analyse market trends, competitor activities, and customer supply chain strategies to capture new business.
4. Cross-Functional Collaboration
Work with Operations, Product, Pricing, Trade Lane Management, Finance, and Compliance teams to ensure seamless execution.
Partner with regional and global sales teams to support multinational account growth.
Qualifications & Experience
Bachelor’s degree in Business, Supply Chain, Logistics, or related field.
Minimum 5 years of sales experience in Global Forwarding (Air & Ocean).
Strong understanding of international logistics, freight markets, Incoterms, and end‑to‑end supply chain models.
Proven track record of securing and managing large regional or global key accounts.
Excellent communication, negotiation, and stakeholder management skills.
Experience working with CRM tools (e.g., Salesforce) is an advantage.
Key Competencies
Strategic Thinking & Business Acumen
Executive-Level Communication
Negotiation & Commercial Savvy
Relationship Building & Stakeholder Influence
Data-Driven Decision Making
Collaborative Leadership
What moves you?
At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.
Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
To find out more about us visit www.careers.tollgroup.com
You must be entitled to work in Malaysia and be prepared to undertake pre-employment checks including a criminal history check and medical.Locations
- Klang, Malaysia
Salary
84,000 - 132,000 USD / yearly
Source: AI Estimation
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Strategic Sales Planningadvanced
- Key Account Managementadvanced
- Business Developmentadvanced
- Freight Forwarding (Air, Ocean, Multimodal)intermediate
- Commercial Negotiationadvanced
- Market Trend Analysisintermediate
Required Qualifications
- 5+ years in strategic sales within freight forwarding or logistics (experience)
- Proven track record in managing enterprise-level key accounts (experience)
- Bachelor's degree in Business, Logistics, or related field (degree)
Responsibilities
- Develop and execute national strategic sales plans aligned with business growth objectives
- Identify high-value verticals and enterprise-level accounts to anchor long-term growth
- Manage and grow a portfolio of strategic and regional key accounts
- Drive large opportunity pipelines (RFI/RFQ/RFP) and coordinate cross-functional bid responses
- Negotiate commercial agreements ensuring profitability, service quality, and long-term retention
- Analyse market trends, competitor activities, and customer needs to inform sales strategies
Benefits
- Health: Comprehensive medical, dental, and vision insurance coverage
- Retirement: Retirement savings plan with company matching contributions
- Training: Professional development programs and sales training opportunities
- General: Performance bonuses and career progression in a global logistics leader
Tags & Categories
Answer 10 quick questions to check your fit for Strategic Sales Manager (Freight Forwarding) @ Toll Group.
Related Books and Jobs
Strategic Sales Manager (Freight Forwarding)
Toll Group
Strategic Sales Manager (Freight Forwarding)
Job Description
Categories: Logistics, Sales, Freight Forwarding, Supply Chain
About Toll Group
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com
About the Role
We are seeking a highly driven Strategic Sales Manager to spearhead commercial growth for our Global Forwarding business in Malaysia. This role is responsible for developing long‑term strategic customer partnerships, driving revenue expansion, and leading high-impact sales initiatives across Air, Ocean, and Multimodal logistics solutions.
You will work closely with regional leadership, commercial teams, and key customers to deliver sustainable, profitable growth while positioning Malaysia as a strategic gateway in the Asia-Pacific logistics landscape.
Key Responsibilities
1. Strategic Sales Leadership
Develop and execute national strategic sales plans aligned with business growth objectives.
Identify high-value verticals and enterprise-level accounts to anchor long-term growth.
Lead customer penetration strategies across Air, Ocean, Customs Brokerage, and Value-Added Services.
2. Key Account Management & Customer Excellence
Manage and grow a portfolio of strategic and regional key accounts.
Serve as an executive sponsor for major customers to strengthen long-term partnerships.
Lead customer QBRs, performance reviews, and solution optimisation discussions.
3. Business Development & Revenue Growth
Drive large opportunity pipelines (RFI/RFQ/RFP) and coordinate cross-functional bid responses.
Negotiate commercial agreements ensuring profitability, service quality, and long-term retention.
Analyse market trends, competitor activities, and customer supply chain strategies to capture new business.
4. Cross-Functional Collaboration
Work with Operations, Product, Pricing, Trade Lane Management, Finance, and Compliance teams to ensure seamless execution.
Partner with regional and global sales teams to support multinational account growth.
Qualifications & Experience
Bachelor’s degree in Business, Supply Chain, Logistics, or related field.
Minimum 5 years of sales experience in Global Forwarding (Air & Ocean).
Strong understanding of international logistics, freight markets, Incoterms, and end‑to‑end supply chain models.
Proven track record of securing and managing large regional or global key accounts.
Excellent communication, negotiation, and stakeholder management skills.
Experience working with CRM tools (e.g., Salesforce) is an advantage.
Key Competencies
Strategic Thinking & Business Acumen
Executive-Level Communication
Negotiation & Commercial Savvy
Relationship Building & Stakeholder Influence
Data-Driven Decision Making
Collaborative Leadership
What moves you?
At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.
Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
To find out more about us visit www.careers.tollgroup.com
You must be entitled to work in Malaysia and be prepared to undertake pre-employment checks including a criminal history check and medical.Locations
- Klang, Malaysia
Salary
84,000 - 132,000 USD / yearly
Source: AI Estimation
* This is an estimated range based on market data and may vary based on experience and qualifications.
Skills Required
- Strategic Sales Planningadvanced
- Key Account Managementadvanced
- Business Developmentadvanced
- Freight Forwarding (Air, Ocean, Multimodal)intermediate
- Commercial Negotiationadvanced
- Market Trend Analysisintermediate
Required Qualifications
- 5+ years in strategic sales within freight forwarding or logistics (experience)
- Proven track record in managing enterprise-level key accounts (experience)
- Bachelor's degree in Business, Logistics, or related field (degree)
Responsibilities
- Develop and execute national strategic sales plans aligned with business growth objectives
- Identify high-value verticals and enterprise-level accounts to anchor long-term growth
- Manage and grow a portfolio of strategic and regional key accounts
- Drive large opportunity pipelines (RFI/RFQ/RFP) and coordinate cross-functional bid responses
- Negotiate commercial agreements ensuring profitability, service quality, and long-term retention
- Analyse market trends, competitor activities, and customer needs to inform sales strategies
Benefits
- Health: Comprehensive medical, dental, and vision insurance coverage
- Retirement: Retirement savings plan with company matching contributions
- Training: Professional development programs and sales training opportunities
- General: Performance bonuses and career progression in a global logistics leader
Tags & Categories
Answer 10 quick questions to check your fit for Strategic Sales Manager (Freight Forwarding) @ Toll Group.
Related Books and Jobs