National Sales Manager

OIA Global delivers resilient supply chain solutions that adapt to a dynamic world. Going beyond transportation management to offer contract logistics services, innovative packaging solutions, raw materials management, 4PL supply chain orchestration, and several advanced technology solutions. Through proven solutions and exceptional service, we go above and beyond to find the path to success for every customer. Together, we are on a mission is to deliver peace of mind.

Headquartered in Portland, Oregon, USA, OIA Global was founded in 1988 and operates in 30 countries, with 60+ owned offices worldwide.

About the Position

The National Sales Manager is responsible for leading the company's national sales strategy, driving growth, and overseeing a team of Business Development Managers (BDMs) across Australia. In addition to managing and mentoring the sales team, this role carries an individual sales portfolio, focusing on developing and maintaining key customer relationships to support the company's long-term business objectives.

The role requires a hands-on leader who combines strategic vision with active business development and a deep understanding of freight forwarding and logistics operations.

Duties and Responsibilities:

Sales Leadership & Team Management

• Lead, coach, and develop a team of Business Development Managers to deliver on revenue, margin, and growth targets.
• Set clear sales objectives, monitor performance, and implement strategies for improvement.
• Promote a culture of accountability, collaboration, and customer excellence.
• Conduct regular team meetings, one-on-one sessions, and performance reviews.

Business Development & Client Management

• Manage a personal portfolio of key clients and prospects, focusing on high-value and strategic opportunities.
• Identify and pursue new business leads across import, export, and logistics services.
• Develop tailored solutions and pricing proposals in collaboration with operations and finance.
• Maintain and strengthen long-term relationships with clients through proactive account management and exceptional service delivery.
• Lead and participate in major tenders, presentations, and contract negotiations.

Sales Strategy & Execution

• Develop and execute the national sales plan aligned with company goals and market opportunities.
• Analyse performance data, customer trends, and competitor activity to inform strategy.
• Collaborate with the General Manager and leadership team to align commercial initiatives with operational capacity.
• Drive margin improvement, customer retention, and business diversification.

Performance Management & Reporting

• Establish KPIs for individual and team performance, including revenue, profit, pipeline, and conversion metrics.
• Prepare accurate sales reports, forecasts, and market analyses for senior management.
• Manage sales budgets, pricing strategies, and commercial policies to ensure profitability.

Cross-functional Collaboration

• Work closely with operations, customer service, and finance teams to ensure service excellence and operational alignment.
• Support national and regional projects that enhance customer experience and drive efficiency.
• Represent the sales function in leadership meetings and contribute to strategic business planning.

Required Skills and Abilities:

• Minimum 5-8 years' experience in freight forwarding or logistics, with at least 2 years in a sales leadership capacity.
• Proven track record in both sales management and hands-on business development.
• Strong understanding of international freight forwarding (air and sea), transport, and logistics.
• Exceptional communication, negotiation, and presentation skills.
• Commercially astute with strong analytical and problem-solving abilities.
• Proficiency in CRM and freight systems such as CargoWise or HubSpot.
• Tertiary qualifications in Business, Logistics, or Supply Chain (preferred).

Key Performance Indicators

• Achievement of individual and team sales revenue and margin targets.
• Growth of new and existing client accounts.
• Customer satisfaction and retention.
• Team engagement and development outcomes.
• Effective execution of strategic sales initiatives.

OIA Global is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. We offer an exciting and growth-oriented work environment, and OIA employees enjoy competitive salaries and excellent benefits.