Business Development Representative

Job summary

Responsible for researching, engaging, and qualifying brokerage sales leads through high-volume outreach across multiple channels. The role focuses on scheduling discovery meetings for Account Executives to build the sales pipeline and drive revenue growth.

Job details

At Willson International, we simplify cross-border trade and deliver excellence in execution for our clients every day from customs brokerage to logistics solutions across Canada, the U.S., and around the globe. We are proud of our heritage as a 4th generation, family-owned company with a people-first culture and deep industry expertise built over more than a century. We are 2025 Great Place to Work certified. We’re growing — and we’re looking for a driven, results-oriented Business Development Representative (BDR) who is excited about contributing to our sales engine and building a long-term career in logistics and international trade. This is an opportunity for someone who loves understand prospect pain points, building relationships, solving problems, and driving measurable impact. Sales - Remote, full-time position 📍 Location - Anywhere in Canada — with flexibility to work from home and connect with our teams across Canada. Shift: 9 am to 5 pm Why You’ll Love Working With Us At Willson, our people are the cornerstone of our success. You’ll join a team where: Growth is encouraged: We invest in training, mentorship, and development. Your impact is real: Your work directly supports our ability to drive business and assist prospect in finding timely, compliant, and cost-effective cross-border solutions. Collaboration drives results: We work together across sales, service, and operations to exceed expectations for clients and colleagues. What You’ll Do As a BDR- Logistics at Willson International, you will be responsible for researching, engaging, and booking qualified brokerage sales leads for the outside Logistics Sales Account Executives. Key Responsibilities Prospect and nurture new business through high-volume outreach: calls, email, LinkedIn, and other channels. Identify and qualify leads by understanding the prospect’s needs and aligning them with the right Willson services. Schedule discovery meetings with Account Executives to build pipeline and contribute to revenue growth. Collaborate cross-functionally with sales and other teams to refine targeting strategy and improve conversion. Track and exceed activity & performance goals with key KPIs, consistency and professionalism. All other duties assigned What We’re Looking For Our ideal BDR is someone who: Has sales experience and a love of sales. Is self-motivated, resilient, disciplined, and coachable — you learn fast, iterate, and persist. Enjoys learning and knows how to simplify challenging concepts Has excellent communication skills and confidence conducting outreach and discovery conversations. Thrives in a fast-paced, target-driven environment. Is tech fluent and excited to leverage sales tools and data to optimize outcomes. Has a passion for problem-solving and building long-term client relationships. Has great time management skills Has attention to detail Sales or business development experience is ideal, but demonstrated success in goal-oriented roles (e.g., customer service, account support, competitive environments) can position you well for this role. Knowledge and Educational Requirements High School Diploma is required; College Diploma in Business Administration and or equivalent is preferred. Minimum two (2) years of experience in Business Development, Inside Sales, or B2B Sales, preferably within freight forwarding, logistics, transportation, customs brokerage, or the 3PL industry. Solid working knowledge of MS Office Suite and experience with a CRM; Salesforce experience is preferred. CIFFA certification or transportation industry education is a definite asset. Strong prospecting, negotiating, and relationship-building skills are required. Proven experience generating new business through cold calling, email outreach, LinkedIn, and other prospecting methods. Working knowledge of freight forwarding, including Ocean Freight, Air Freight, Cross-Border Trucking, Domestic LTL/FTL, Drayage, and Customs Brokerage is a strong asset. Has sales experience and a passion for business development. Is self-motivated, resilient, disciplined, and coachable — you learn quickly, adapt, and consistently execute. Has excellent communication skills and confidence conducting outbound prospecting, discovery calls, and engaging decision-makers. Comfortable speaking with Supply Chain Managers, Logistics Managers, Operations Managers, Purchasing Managers, and business owners. Thrives in a fast-paced, target-driven environment with measurable KPIs. Excited to leverage CRM, sales tools, and market intelligence to improve performance. Has a passion for problem-solving and building long-term client relationships. Strong organizational and time management skills. Attention to detail. CRM, Database Tools, and Sales Engagement Platforms. LinkedIn Sales Navigator. Email & Communication Tools. Sales Intelligence & Research Tools. Internal Willson systems and client portals. Experience selling or supporting one or more of the following services is considered a strong asset: International Air Ocean Freight, Full Truck Load, Less-than-Truckload, Cross-Border Transportation and Drayage Tools You’ll Use CRM, Database Tools and Outreach Platforms LinkedIn Sales Navigator Email & Communication Tools Sales Intelligence & Research Tools Internal Willson systems and client portals

What you’ll do

Responsible for researching, engaging, and qualifying brokerage sales leads through high-volume outreach across multiple channels. The role focuses on scheduling discovery meetings for Account Executives to build the sales pipeline and drive revenue growth.

Requirements

Requires a high school diploma and at least two years of experience in business development or B2B sales, preferably within the logistics or 3PL industry. Proficiency in MS Office and CRM tools is required, with CIFFA certification considered a strong asset.

Benefits

• Training • Mentorship • Development

Listed skills

• Time management · Preferred
• CRM Management · Preferred
• Negotiation · Preferred
• Lead Qualification · Preferred
• Communication Skills · Preferred
• Cold Calling · Preferred
• Relationship Building · Preferred
• Salesforce · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Prospecting
• Lead Qualification
• Cold Calling
• B2B Sales
• Relationship Building
• CRM Management
• Negotiation
• Market Research
• Time Management
• Communication Skills
• Salesforce
• LinkedIn Sales Navigator

Job areas

• Sales
• Logistics
• Transportation
• Customer Service & Support
• Management & Leadership