Sales Manager - Logistics, Courier & Freight Forwarding (Costa Rica)

About the role

This Sales Manager role covers the Costa Rica business, focusing on recovering and growing the account book after a 2026 pricing restructuring, while building new business and leading the local sales team. The role also includes B2B marketing work for hybrid profiles.

Key responsibilities

• Lead the win-back of accounts that reduced or moved their volume, meeting each customer, understanding why things went wrong and returning with a written proposal covering rate options, recommended plan, inclusions, requirements, exceptions and the service and escalation model.
• Own priority accounts personally, with a named owner, response standard and clear escalation path, and monitor growth, decline, upgrade candidates, at-risk volume and reactivation.
• Build and run the Costa Rica pipeline of qualified leads and opportunities, keeping recovery and new business separate, and win resellers, importers, SMEs and high-volume shippers.
• Sell the value-added services already delivered (permits, declaration assistance, storage, repacking, inspections, special handling) and report weekly on pipeline, wins, losses and forecast against target.
• Lead, train and coach the commercial associates, set individual targets and recommend team growth, using the CRM, pipeline, data and AI tools the company uses.
• 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, campaigns and sales materials; hybrid profiles plan and run campaigns measured by pipeline and revenue.

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, with 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.
• Valid Costa Rican driver's license, vehicle, passport and U.S. visa for occasional travel (Miami hub and the region).

Required skills

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