The opportunity
We are seeking a Senior Business Development Manager — Omnichannel to lead the sell-in of Flexport's Omnichannel capability in Greater China, paired with our China-export freight forwarding business. You will operate as a player-coach — carry your own quota on strategic BtC…
What you'll do
Owning Omnichannel revenue in Greater China: carry quota on strategic Chinese BtC e-commerce sellers (TikTok Shop, Amazon, Shopify, Walmart, DTC brands) shipping into the US, with goals tied to net-new ACV and bundled freight-plus-fulfillment win rate.
Coaching the GC sales team: train, shadow, and joint-call every AE on Omnichannel positioning, discovery, technical fit, and pricing; build the cross-sell playbook from forwarding into fulfillment.
Designing the end-to-end pitch: partner with Solution Design to build proposals that combine ocean/air freight ex-China + customs + US Omnichannel fulfillment (One Node, Multi Node, Single Pool Inventory, Fast Tags, branded packaging, B2B EDI), so customers see one Flexport, not two.
Running Omni RFPs and contracts: lead pricing strategy with Omni Pricing (ZBP/UBP rate cards), navigate Ironclad for Omnichannel Customer Agreements, and drive deal velocity on multi-million USD contracts.
Building the GC Omni demand engine: partner with Demand team on ICP definition, outbound campaigns, and channel partnerships (TikTok Shop merchant programs, Amazon aggregators, cross-border e-commerce associations, Shenzhen and Greater Bay Area seller communities).
Being the GC voice to global Omni leadership: surface China-specific gaps (Mandarin support, RMB billing, China customs nuance, Single Pool inventory for cross-border sellers, Section 321/T86 dynamics) to US Omni Product and BD leadership.
What they're looking for
- Closing first, then scaling: in the first 6 months, prioritize 3–5 lighthouse accounts where we win bundled (freight + Omni), and convert those wins into case studies the broader team can sell.
- + years of full-cycle, quota-carrying sales experience, with at least 3 years: selling US fulfillment, 3PL, or e-commerce logistics services into Chinese cross-border merchants.
- Deep Omnichannel/3PL fluency: understands DTC vs. B2B fulfillment, multi-node vs. single-node strategy, parcel zone pricing, FBA vs. FBM economics, returns, and platform integrations (Shopify, Amazon, Walmart, TikTok Shop).
- Forwarding-adjacent credibility: you don't need to be a forwarder, but you must hold a credible conversation with a customer's COO on the FOB-to-doorstep cost stack, customs clearance, and ISF/T86/Section 321 implications.
