We’re often asked about average salaries for a range of professionals across the freight forwarding industry. It’s a question that frequently ties into how individuals perceive their value within their organization. While salary is a key consideration, it’s just one piece of the puzzle - factors like career progression, commission, and additional benefits also play a significant role. Based on our extensive conversations with freight forwarding professionals, we’ve compiled an overview of what we see as typical salary ranges in the industry.
These figures largely reflect salaries in key freight hubs like Atlanta, Houston, and Chicago. For high-cost cities like New York and Los Angeles, you can generally add $10-15k to the base salaries listed below. It is worth noting that some freight forwarding businesses offer lower base salaries but provide lucrative commission structures, making them top employers despite the initial numbers. Here’s a snapshot:
- 1–2 years experience: €/$60–70k
- 2–4 years experience: €/$70–80k
- 4–6 years experience: €/$80–100k
- 6–8 years experience: €/$100–120k
- 8+ years experience: €/$120k+
In freight forwarding sales jobs, strong performers can typically expect commission earnings of €/$30-€60k when generating €/$300-500k in GP annually.
What Factors Impact Salaries in Freight Forwarding Sales Roles?
It is important to note that the salaries above only provide an idea of the potential earnings that can be made in the freight forwarding industry. There are several factors that can affect the salary you are offered in a role. Here are some of the key areas:
- Performance History: Proven sales success and business development achievements.
- Stability: Candidates with a track record of loyalty are often more appealing to potential future employers. Two jobs over a ten year period will help you achieve a much higher salary and a considerable uptick in interview requests.
- Commission Structures: These can range from 5 - 20% of GP, with or without thresholds. Some companies prioritise high bases, while others focus on rewarding performance.
- Existing Relationships: While guarantees aren’t expected, candidates with strong current industry connections do stand out. Just a year out of the industry will knock your suitability back drastically.
- Location: Major freight hubs typically offer higher compensation than smaller markets, partly due to the volume of work, but also the increased cost of living.
- Vertical Focus: While you’ll be on a great salary selling freight of all kinds (FAK), focusing on an individual commodity will allow you to make bigger and better connections while being seen as a specialist in that industry. Think aerospace, pharmaceuticals, automotive, or oil & gas.
5 Examples of High-Salary Freight Forwarding Jobs
Now, we have given you an idea of the ranges in salaries and the factors that impact the amount an employer will offer a candidate. Let's look at some of the key freight forwarding sales jobs that have the potential for high earnings.
Senior Sales Executive
A senior sales executive in the freight forwarding industry is a results-driven professional with a strong background in logistics, shipping, or freight forwarding. Their primary role is to secure new business, develop strong client relationships, and drive revenue growth. This involves meeting and exceeding sales targets, negotiating competitive rates with shipping lines, and delivering exceptional customer service to build long-term partnerships. They are adept at identifying opportunities and turning sales leads into profitable business.
In addition, the role requires close collaboration with operations and finance teams to ensure seamless execution of contracts and timely follow-ups on outstanding payments. A senior sales executive also serves as a brand ambassador, promoting the company’s services and products while maintaining detailed records of sales activities and customer interactions. Their expertise lies in balancing relationship-building with strategic decision-making to meet both client needs and business goals.
Average Salary - €/$90,000+
Corporate/Global Account Executive
A global account executive in freight forwarding plays a pivotal role in driving business growth by managing and expanding relationships with international and domestic clients, primarily focusing on larger accounts. Reporting to senior leadership, they are responsible for developing new business opportunities within specific verticals or commodities, such as aerospace, automotive, government, defence, pharmaceuticals, and oil and gas. This role involves strategic collaboration with internal teams and customers to ensure world-class service delivery tailored to the unique needs of each vertical.
Key responsibilities include identifying and pursuing sales leads, maintaining a robust pipeline, and maximising revenue from existing accounts by uncovering opportunities within their target market. Global account executives work closely with operations and management teams to provide tailored solutions, address client concerns, and streamline processes for efficiency. With a focus on innovation and customer-centric strategies, they lead initiatives such as quarterly business reviews and client onboarding, ensuring seamless execution of services while driving profitability and developing long-term partnerships.
Average Salary - €/$140,000+
Route Development / Trade Lane Manager
A Route Development Manager in freight forwarding plays a key role in driving strategic growth and profitability on specific trade lanes. They focus on developing and implementing strategies to grow volumes. This includes identifying new business opportunities, collaborating with commercial teams to support sales efforts, and leveraging deep knowledge of the trade lane to provide insights and solutions tailored to client needs. By building strong relationships with overseas partners and internal teams, they ensure competitive rates, efficient operations, and alignment with overall business objectives.
This role combines strategic planning with hands-on expertise. Route Development Managers work closely with sales teams to secure new business, offering in-depth insights into operational capabilities and past successes on their assigned trade lanes. They also monitor market trends and performance, presenting recommendations to senior leadership to enhance trade lane performance and explore new opportunities. Regular travel to the assigned trade area allows them to deepen partner relationships, meet customers, and gain a comprehensive understanding of the market to support both the company and its clients.
Average Salary: €/$120,000 - 140,000
Regional Sales Manager
A regional sales manager in freight forwarding plays a pivotal leadership role, balancing strategic oversight with hands-on sales responsibilities. This player-coach position involves driving regional growth by managing the P&L, developing sales strategies, and cultivating strong customer relationships. The manager is responsible for generating and nurturing business leads, identifying emerging markets, and leveraging the company's value proposition to expand the customer base. With a focus on achieving both revenue and profitability goals, they oversee resource allocation, operational efficiency, and market positioning to maintain a competitive edge.
Additionally, the role involves managing and mentoring the regional sales team, setting individual targets, providing ongoing training, and fostering professional development. The manager works cross-functionally to ensure service KPIs, pricing strategies, and customer retention efforts align with the company's objectives. By staying informed on industry trends and leveraging data insights, they drive strategic account planning, present business proposals, and deliver comprehensive reports to senior leadership.
Average Salary: €/$160,000 - 200,000
Vice President of Sales
The Vice President of Sales in freight forwarding plays a key leadership role in driving the company’s revenue growth by developing and executing sales strategies, managing the sales team, and nurturing relationships with key clients. This role requires a strong track record in sales within the freight forwarding industry, as well as the ability to lead, mentor, and expand a high-performing sales team. The VP of Sales will work closely with senior leadership to align sales efforts with organisational goals, set targets, and identify market opportunities, all while directly contributing to the sales pipeline by closing high-value deals.
Additionally, the Vice President of Sales is responsible for creating and refining sales processes, improving win rates, and ensuring the company remains competitive in key markets. They will also oversee the management of strategic accounts, develop new product offerings, and drive growth in both existing and new verticals. This role requires a deep understanding of the competitive landscape, and the ability to collaborate cross-functionally to meet client needs, enhance sales performance, and contribute to the company’s long-term success.
Average Salary: €/$200k+
What You Can Earn in the Freight Forwarding Industry: Final Word
In the freight forwarding industry, salaries reflect more than just experience; they represent the balance of skills, performance, and market dynamics. Whether you're a seasoned professional or just stepping into the field, understanding the earning potential can help you navigate your career path and gauge your value in the market. From junior roles to leadership positions, opportunities for growth and high earnings are plentiful - especially when paired with strong performance and strategic thinking.
Freight forwarding is an industry where success is as much about relationships and expertise as it is about numbers. Salary benchmarks provide a guide, but remember to weigh factors like commission, benefits, and the broader company culture when evaluating opportunities. Whether you're in a freight hub like Chicago or aiming for high-stakes markets like New York, the key to unlocking your potential lies in aligning your career goals with the right employer and role. The possibilities are there - now it’s about finding your fit.
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