Director, Business Development – Customs Brokerage

Role Overview

• Lead national sales strategy for RXO’s Customs Brokerage solutions, focusing on new business generation, strategic partnerships, and expansion of existing accounts.
• Identify, build, and close revenue-generating opportunities across industries including retail, manufacturing, automotive, energy, technology, and e-commerce.
• Serve as the primary commercial subject-matter expert on U.S. import, export, FTZ, bonded warehouse, and international customs requirements.
• Develop customized, compliance-driven solutions for prospective and existing customers—including tariff mitigation models, FTZ/warehouse programs, elections, and duty recovery strategies.
• Collaborate with operations leadership to ensure customer onboarding, SOP development, and integration into RXO systems are seamless and efficient.
• Stay ahead of regulatory changes (Section 301, 232, IEEPA, EO-driven reciprocal tariffs, CARM, USMCA, global trade measures) and translate them into commercial opportunities for customers.
• Design and present customer proposals, pricing models, trade compliance programs, and value-driven business cases that support long-term growth.
• Build and maintain strong relationships with key decision-makers—importers, exporters, procurement teams, compliance officers, logistics managers, and executives.
• Partner with marketing and product teams to enhance customs service offerings, develop training content, and promote RXO’s expertise in the marketplace.
• Represent RXO at trade events, industry forums, and customer strategy meetings, positioning RXO as a leader in customs and trade compliance.
• Support and mentor internal teams, fostering collaboration between sales, brokerage operations, and product development.

Requirements

• 7+ years of customs experience, including significant exposure to U.S. import regulations, tariff programs, and trade compliance frameworks.
• 5+ years of leadership experience, preferably in sales, business development, or customer-facing strategic roles.
• Bachelor’s degree or equivalent professional experience or military experience.
• Licensed U.S. Customs Broker (highly preferred).
• Strong understanding of U.S. Customs regulations, including 19 CFR, HTS classification, duty/tax programs, PGA requirements, special tariff programs, and compliance procedures.
• Demonstrated ability to analyze tariff impacts (Section 232, Section 301, reciprocal tariffs, IEEPA measures) and provide commercial guidance.
• Experience supporting customers with FTZ, bonded warehousing, duty drawback, reconciliation, PSCs, and revenue mitigation strategies.
• Proven track record managing high-value customers, negotiating contracts, and presenting executive-level solutions.
• Ability to translate operational and regulatory complexities into clear commercial value propositions.
• Strong project management skills and experience leading cross-functional initiatives.

Benefits

• Competitive pay
• 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 match
• Insurance: 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, adoption assistance
• Tax-Advantaged Accounts: Health Savings Account, Health Care Flexible Spending Account, Dependent Care Flexible Spending Account, Commuter Spending Account
• Health Reimbursement Arrangement