Director, Business Development – Customs Brokerage

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Direct the national sales strategy for RXO’s Customs Brokerage solutions, emphasizing the generation of new business, strategic partnerships, and the growth of existing accounts.

• Recognize, develop, and secure opportunities for revenue across various industries, including retail, manufacturing, automotive, energy, technology, and e-commerce.

• Act as the primary commercial expert on U.S. import, export, FTZ, bonded warehouse, and international customs regulations.

• Create tailored, compliance-oriented solutions for prospective and current clients—encompassing tariff mitigation strategies, FTZ/warehouse programs, elections, and duty recovery methods.

• Work alongside operations leadership to guarantee that customer onboarding, SOP creation, and integration into RXO systems are smooth and effective.

• Remain informed about regulatory shifts (Section 301, 232, IEEPA, EO-driven reciprocal tariffs, CARM, USMCA, global trade measures) and convert them into commercial opportunities for clients.

• Design and deliver client proposals, pricing frameworks, trade compliance initiatives, and value-focused business cases that encourage sustained growth.

• Establish and nurture strong connections with key decision-makers—importers, exporters, procurement teams, compliance officers, logistics managers, and executives.

• Collaborate with marketing and product teams to enhance customs service offerings, create training materials, and showcase RXO’s expertise in the industry.

• Represent RXO at trade shows, industry conferences, and client strategy discussions, establishing RXO as a frontrunner in customs and trade compliance.

• Support and guide internal teams, promoting collaboration among sales, brokerage operations, and product development.

⛳️ Requirements

• Over 7 years of customs experience, featuring substantial familiarity with U.S. import regulations, tariff programs, and trade compliance structures.

• More than 5 years of leadership experience, ideally in sales, business development, or strategic roles that involve customer interaction.

• Bachelor’s degree or equivalent professional or military experience.

• Licensed U.S. Customs Broker (preferred).

• Deep understanding of U.S. Customs regulations, including 19 CFR, HTS classification, duty/tax programs, PGA requirements, special tariff initiatives, and compliance processes.

• Proven capability to evaluate tariff effects (Section 232, Section 301, reciprocal tariffs, IEEPA measures) and offer commercial insights.

• Experience assisting clients with FTZ, bonded warehousing, duty drawback, reconciliation, PSCs, and revenue mitigation strategies.

• Demonstrated history of managing high-value clients, negotiating contracts, and offering executive-level solutions.

• Ability to simplify operational and regulatory complexities into clear commercial value propositions.

• Exceptional communication, relationship-building, and presentation abilities.

• Strong project management skills and experience leading cross-functional projects.

• Capability to establish trust and credibility with C-suite and senior leadership.

• Expertise in developing customer SOPs, compliance frameworks, and onboarding programs.

🏝️ Benefits

• Competitive salary

• Paid time off includes: up to 8 holidays, up to 2 floating Diversity Days, Hourly: Earn up to 13 days PTO/ Salary: Earn up to 15 days PTO, up to 40 hours bereavement leave, up to 16 hours volunteer time, jury duty, at least 2 weeks family bonding leave, up to 40 hours prenatal care leave

• 401(k) retirement plan with up to 5% company matching

• Insurance options: health, prescription, dental, vision, basic and supplemental life, short and long-term disability, accidental death and personal loss, business travel, legal services, ID theft, accident, critical illness, hospital indemnity

• Employee Assistance Program (EAP)

• Tuition reimbursement and adoption assistance

• Tax-Advantaged Accounts: Health Savings Account, Health Care Flexible Spending Account, Dependent Care Flexible Spending Account, Commuter Spending Account

• Health Reimbursement Arrangement