Senior Business Development Manager, Omnichannel
Leads Omnichannel and freight-plus-fulfillment sales across Greater China, owning strategic e-commerce accounts while coaching the regional sales team. Requires 8+ years of quota-carrying sales experience, deep 3PL and cross-border e-commerce expertise, and English and Mandarin fluency.
About the job
Responsibilities
- Own Omnichannel revenue in Greater China, carrying a quota on strategic Chinese B2C e-commerce sellers shipping into the United States.
- Coach and enable the Greater China sales team on Omnichannel positioning, discovery, technical fit, pricing, and cross-selling from freight forwarding into fulfillment.
- Design end-to-end proposals combining ocean and air freight from China, customs, and United States Omnichannel fulfillment.
- Lead Omnichannel RFPs and contracts, including pricing strategy, rate cards, customer agreements, and deal execution.
- Build the Greater China Omnichannel demand engine through ICP definition, outbound campaigns, and channel partnerships.
- Represent China-specific needs to global Omnichannel Product and Business Development leadership.
- Prioritize and close lighthouse accounts, then turn wins into reusable case studies.
- Travel 30–40% across the Greater Bay Area and Shanghai, with 1–2 annual trips to the United States.
Requirements
- 8+ years of full-cycle, quota-carrying sales experience.
- At least 3 years selling United States fulfillment, 3PL, or e-commerce logistics services to Chinese cross-border merchants.
- Deep Omnichannel and 3PL knowledge, including DTC and B2B fulfillment, multi-node and single-node strategies, parcel zone pricing, FBA and FBM economics, returns, and platform integrations.
- Credibility discussing FOB-to-doorstep costs, customs clearance, and ISF, T86, and Section 321 implications.
- Experience enabling and coaching account executives, running deal reviews, and building sales playbooks.
- Strong network among Chinese B2C e-commerce sellers, DTC brands, aggregators, and cross-border seller communities.
- Fluency in English and Mandarin, including writing external proposals in English and pitching to founder and CEO audiences in Mandarin.
- Comfort defining a new role's playbook, cross-sell motion, and compensation model.
- Bachelor's degree required; MBA or equivalent operating experience is welcome.
Compensation and Benefits
- The role includes quota ownership tied to net-new ACV and bundled freight-plus-fulfillment win rate.
- The posting describes multi-million-dollar customer contracts but does not state a salary range.
Skills
Omnichannel Fulfillment, 3Pl, E-Commerce Logistics, Freight Forwarding, Customs Clearance, Shopify, Amazon, Walmart, Tiktok Shop, Pricing Strategy, Ironclad, B2B Edi, Fba, Fbm, Isf
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