Job Position: Business Development Manager – Customs

Reports To: Head of Customs

Location: YYZ- Mississauga

Company Profile

DHL Global Forwarding is a Freight Forwarding organization that is the expert in global air, ocean and ground Freight Forwarding as well as Customs operations and Compliance. Our passion is to enable international trade utilizing the best teams in the industry. We simplify our customer operations and maximize their opportunities to achieve results.

DHL Global Forwarding is seeking a Business Development Manager – Customs to join our team based in Mississauga. The Business Development Manager – Customs is responsible for selling, managing, and growing customs business across a portfolio of strategic customers and new prospective clients. Acting as the primary commercial and operational contact, this role drives new business acquisition, customer retention, service excellence, regulatory compliance, and profitable growth of the customs product. The position serves as a key interface between customers, prospects, and internal stakeholders, supporting expansion of the customs customer base and long-term partnership value.

Main tasks & Key Responsibilities:

Strategic Customer & Account Management

• Develop and execute strategic account plans to grow customs revenue across existing customers and newly acquired clients.
• Act as the main commercial and operational contact for assigned key customs accounts.
• Gain a deep understanding of customers’ and prospects’, customs requirements, risk profiles, and business objectives.

New Business Development & Sales Growth

• Actively identify, pursue, and close new customs business opportunities within targeted customer segments.
• Proactively prospect and engage potential customers to expand the customs client portfolio.
• Position and sell customs brokerage, compliance, and value-added customs solutions to new and existing clients.
• Meet or exceed annual new business, revenue, and gross profit targets aligned to defined KPIs.

Growth, Retention & Commercial Ownership

• Identify and capitalize on growth opportunities including service expansion, upselling, and value‑added customs solutions.
• Own full commercial responsibility for assigned accounts, including pricing, growth strategy, and renewals.
• Support customer retention strategies by proactively addressing risks, service gaps, and competitive threats.
• Work closely with sales and pricing teams on tenders, RFQs, renewals, and long-term account growth strategies.

Service Governance & Performance Management

• Lead and coordinate regular Business Reviews (QBRs / MBRs), including KPI performance, SLA compliance, and continuous improvement initiatives.
• Ensure customer SLAs and SOPs are implemented and adhered to within operations.
• Proactively manage escalations and drive resolution of operational, service, or compliance-related issues.
• Collaborate with internal teams to deliver a seamless, high-quality customer experience for both existing and new clients.

Customs & Trade Compliance Expertise

• Apply strong customs and compliance knowledge including HS classification, Free Trade Agreements (FTAs), Partner Government Agencies (PGA), audits, and regulatory requirements.
• Leverage customs expertise as a sales differentiator during customer and prospect engagements.

Cross‑Functional & Tender Support

• Collaborate with customs operations, customer service, product, pricing, and sales teams to ensure effective service delivery and onboarding.
• Support contract implementation, onboarding, and change management for new and existing key accounts.
• Collect and analyze customer and prospect requirements for RFI/RFP/RFQ processes.
• Assist and facilitate bids, RFQs, and tenders, including understanding pricing structures and cost components.
• Prepare and deliver customer and prospect presentations and proposals highlighting DGF’s customs and logistics capabilities.

Market & Product Intelligence

• Monitor industry trends, market conditions, and competitive rate activities.
• Identify new market opportunities and competitive threats impacting customs sales.
• Communicate market insights, risks, and opportunities to the Product Head and leadership.
• Maintain strong product knowledge across customs and end-to-end logistics service offerings.

Minimum Requirements (Education, experience and skills):

• Post‑secondary education with 5–10 years of experience in customs brokerage, trade compliance, freight forwarding, or international logistics
• Customs Broker License or Trade Compliance certification (e.g., CCS or CTCS) required
• Proven experience in a commercial, sales, or key account management role with clear accountability for revenue growth and sales targets
• Demonstrated success selling customs and trade compliance solutions to both new and existing customers
• Experience managing strategic or enterprise-level customer relationships, including established accounts transferred into the role, with a focus on expanding the customs product through new business development
• Hands-on experience supporting RFI/RFP/RFQ processes, tenders, and contract negotiations, with strong understanding of pricing and cost components
• Strong ability to work cross‑functionally with operations, pricing, compliance, and customer service teams to deliver effective customer solutions
• Solid knowledge of the customs and logistics market, including key industry players, regulatory requirements, and operational workflows
• Excellent communication and negotiation skills, with the ability to build trusted, long-term customer relationships
• Strong analytical, problem-solving, and strategic thinking skills
• Proficiency in Microsoft Office, particularly Excel and PowerPoint
• Willingness to travel as required

The Freight Forwarding experts since 1815. DHL Global Forwarding, Freight (DGFF) is part of Deutsche Post DHL Group with over 43, 000 employees in 101 countries. Our air, ocean, and overland freight forwarding services include standardized transport as well as multimodal and sector-specific solutions, together with individualized industrial projects.

We are committed to creating a workplace that ensures mutual respect and is focused on results. We hire talented people from all backgrounds. DHL is an equal opportunity employer and believe we will gain, through the recruitment and development of staff who represent the broad diversity of the Canadian workforce. Diversity enriches our workplace, drives our success, and helps us deliver excellence.

We are recognized as a Global Top Employer with 6 regions and 35 countries. Through our people practices, we help our forwarders realize their full potential by accessing in-site training programs, an online platform portal, loads of on-the-job training, and the chance to gain certifications for your role.

DHL Global Forwarding will only employ those who are legally authorized to work in Canada. This is not a position for which visa sponsorship will be provided. Individuals who need sponsorship for work authorization, now or in the future, are not eligible for hire for this role. Follow us on social media to learn more about our business and culture:

Pay Transparency

Salary Range: CAD $95, 000 – $115, 000 base salary + Bonus + full benefits.

Use of Artificial Intelligence:

Artificial intelligence (AI) is not used in the screening, evaluation, or selection of candidates for this position.

DHL Global Forwarding on LinkedIn

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