Sales Marketing

Recover and grow the Costa Rica business-account book

- Lead the win-back of business accounts that reduced or moved their volume during the 2026 pricing restructuring. Meet each customer, understand their business and what went wrong, and return with a clear written proposal: rate options, the recommended plan for their volume and package profile, what is included, what we require from them, exceptions, and the service and escalation model.

- Personally own the relationships with priority accounts. Every key account has a named owner, a response standard and a clear escalation path, so no customer has to ask who to call.

- Monitor every account: growth and decline, tier-upgrade candidates, at-risk volume and reactivation, with an owner on each.

Acquire new business systematically

- Build and run the Costa Rica pipeline: qualified leads, named opportunities, value, stage, next action, owner and date, reviewed weekly. Keep recovery and new business separate.

- Win new resellers, importers, SMEs and high-volume shippers to our business-account plans. Start every conversation from the customer's business: their volume, current cost and problems.

- Sell the value-added services we already deliver (permits, declaration assistance, storage, repacking, inspections, special handling) and price them rather than giving them away.

- Report weekly on pipeline, wins, losses and forecast against target, in one tracker with named owners and dates.

Build and lead the sales team

- Lead, train and coach the Costa Rica commercial associates: how each rate works and which customer it fits, how to explain the economics, what the operation can and cannot promise, who the operational owners are, the escalation channels, and how to keep the pipeline current until each opportunity closes.

- Set targets for each person and recommend how the team grows as volume justifies, with variable pay tied to new revenue.

- Use the CRM, pipeline, data and AI tools the company has already adopted for analysis, proposals and reporting.

Work across the company

- Sell only what the operation can deliver: validate SLAs, rates and service claims with Operations before they reach a customer. No volume, territory or service commitments outside approved terms.

- Keep routine service with Customer Service. Commercial owns terms, proposals and account development; material operational failures go to Operations.

- Work with Finance on pricing, credit terms and margin, within approved discount authority.

B2B marketing (broader scope for hybrid profiles)

- Work with Marketing on B2B demand generation, target lists, campaigns and sales materials, and feed back what customers are saying.

- Hybrid profiles: plan and run B2B campaigns directly, measured by pipeline and revenue contribution.

- Hybrid profiles: each campaign has an objective, KPI, target spend and ready date, and spend follows tested results rather than a calendar.

Requirements

5–10 years in B2B sales, including experience leading or coaching salespeople, with a proven record of winning new accounts and growing revenue, not only managing an existing book.

Bachelor's Degree in Business Administration, Marketing, Sales, Commercial Management, International Business, Logistics or a related field.

: Valid Costa Rican driver's license, for customer visits, own vehicle.

Valid passport and U.S. visa – occasional travel (Miami hub and the region)

Advanced English - C1