The Commercial Director– C.E.S. is responsible for driving volume, revenue, and strategic partnerships, and market engagement for the company’s CBP-designated Centralized Examination Station (C.E.S.) in Houston. This role focuses on developing and expanding relationships across the import/export ecosystem—including shippers, customs brokers, ocean carriers, NVOCCs, and port stakeholders to influence freight routing decisions and increase utilization of the C.E.S. facility.
Rather than relying on traditional RFP-driven sales, this role requires a highly connected, consultative approach to identify opportunities, position the company’s integrated services—including examinations, warehousing, transportation, and other capabilities—as the preferred solution for CBP-related cargo handling, and support key account management responsibilities.
Essential Functions:
- Develop and execute a commercial strategy to increase freight volume and revenue routed through the Houston C.E.S. facility and potential future C.E.S. expansion.
- Build and maintain strong relationships with customs brokers, importers/exporters, ocean carriers, NVOCCs, freight forwarders, and port authorities.
- Act as a market-facing subject matter expert on CBP exam processes, C.E.S. operations, and port logistics dynamics.
- Identify and engage potential partners whose freight profiles align with C.E.S. services, including high exam-frequency commodities or trade lanes.
- Collaborate with internal operations, drayage, and warehouse teams to ensure service offerings align with market needs and customer expectations.
- Facilitate onboarding of new customers and partners, ensuring smooth integration into C.E.S. workflows and transportation networks.
- Monitor port activity, CBP enforcement trends, and regulatory developments that may impact exam volumes and customer behavior.
- Work closely with pricing and operations teams to develop competitive, compliant service solutions without relying on formal bid processes.
- Represent the organization in industry forums, port meetings, and trade associations to strengthen market presence and influence.
- Track pipeline activity, customer engagement, and volume growth metrics; provide regular reporting and market insights to leadership.
- Support continuous improvement initiatives by relaying customer feedback and identifying operational or service gaps impacting growth.
Success Indicators
- Demonstrates the ability to organically grow freight volume and revenue through relationship-driven engagement rather than traditional RFP sales.
- Builds a strong, active network within the customs brokerage, ocean carrier, and port community.
- Successfully influences routing decisions to increase utilization of the Houston C.E.S. facility.
- Effectively translates complex CBP and port processes into clear value propositions for customers and partners.
- Maintains high credibility as a trusted advisor within the import/export and customs ecosystem.
- Drives measurable growth in C.E.S. throughput, customer base, and strategic partnerships.
Required Education and Experience
Education:
- Bachelor’s degree in Supply Chain Management, Logistics, International Business, or a related field preferred; equivalent industry experience may be considered.
Experience:
- 5+ years of experience in customs brokerage, international freight forwarding, NVOCC operations, or import/export-focused logistics sales.
- Strong working knowledge of CBP processes, examinations, port operations, and international shipping documentation.
- Established relationships within the customs brokerage and/or port community strongly preferred.
- Experience working with drayage, transloading, and warehouse operations in a port or C.E.S. environment is highly desirable.
- Demonstrated ability to influence stakeholders and drive business without formal procurement or RFP structures.
- Strong communication, negotiation, and relationship management skills.
- Ability to navigate complex, multi-stakeholder logistics environments and align solutions across operations and commercial teams.
- Preferred candidate is based in or willing to relocate to the Houston, Texas area.
- Ability and willingness to travel up to 25% as needed.
Core Behaviors:
Demonstrate to comply with Custom Goods’ Core Behaviors:
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