Sales Manager - Costa Rica

About the role

A Sales Manager is needed in Costa Rica to recover and grow the business-account book, especially after the 2026 pricing restructuring. The role covers key accounts, new business, team leadership and cross-functional work with Operations, Finance and Marketing. It is based in La Aurora, Heredia.

Key responsibilities

• Win back business accounts that reduced or moved their volume during the 2026 pricing restructuring, with a written proposal covering rate options, recommended plan, inclusions, requirements, exceptions and escalation model.
• Own relationships with priority accounts, monitor growth, decline, tier upgrades, at-risk volume and reactivation, and build a weekly pipeline report.
• Acquire new business from resellers, importers, SMEs and high-volume shippers, and sell value-added services such as permits, declaration assistance, storage, repacking and inspections.
• Lead, train and coach the commercial associates, set individual targets and recommend team growth with variable pay tied to new revenue.
• Validate SLAs, rates and service claims with Operations, keep routine service with Customer Service, and work with Finance on pricing, credit terms and margin.
• Work with Marketing on B2B demand generation; hybrid profiles plan and run campaigns measured by pipeline and revenue.
• Use the CRM, pipeline, data and AI tools the company has adopted.

Required profile

• Bachelor's degree in Business Administration, Marketing, Sales, Commercial Management, International Business, Logistics or a related field.
• 5-10 years in B2B sales or business development, including leading or coaching a sales team and a proven record of winning new accounts and growing revenue.
• Deep knowledge of freight forwarding, courier or cross-border logistics and how customers in Latin America buy and ship.
• Experience taking products to market across several countries with local teams and constrained budgets.
• Full professional fluency in English and Spanish; vehicle and valid Costa Rican driver's license, valid passport and U.S. visa for occasional travel.

Required skills

• Pipelines, funnels, unit economics, CRM and data fluency.
• Working fluency with AI tools, or willingness to learn quickly and lead adoption.