Senior Business Development Manager, Omnichannel

The Opportunity

We are seeking a Senior Business Development Manager — Omnichannel to lead the sell-in of Flexport's Omnichannel capability in Greater China, paired with our China-export freight forwarding business. You will operate as a player-coach — carry your own quota on strategic BtC e-commerce accounts, AND lead enablement, deal coaching, and joint-selling motion across our Greater China sales team (potential extend to support APAC sales team) so every AE can confidently pitch the end-to-end Flexport solution.

You will report to the Greater China General Manager and partner closely with the US-based Omnichannel BD organization, the GC freight sales team, Pricing, Solution Design, and Product.

You Will Be

• Owning Omnichannel revenue in Greater China — carry quota on strategic Chinese BtC e-commerce sellers (TikTok Shop, Amazon, Shopify, Walmart, DTC brands) shipping into the US, with goals tied to net-new ACV and bundled freight-plus-fulfillment win rate.
• Coaching the GC sales team — train, shadow, and joint-call every AE on Omnichannel positioning, discovery, technical fit, and pricing; build the cross-sell playbook from forwarding into fulfillment.
• Designing the end-to-end pitch — partner with Solution Design to build proposals that combine ocean/air freight ex-China + customs + US Omnichannel fulfillment (One Node, Multi Node, Single Pool Inventory, Fast Tags, branded packaging, B2B EDI), so customers see one Flexport, not two.
• Running Omni RFPs and contracts — lead pricing strategy with Omni Pricing (ZBP/UBP rate cards), navigate Ironclad for Omnichannel Customer Agreements, and drive deal velocity on multi-million USD contracts.
• Building the GC Omni demand engine — partner with Demand team on ICP definition, outbound campaigns, and channel partnerships (TikTok Shop merchant programs, Amazon aggregators, cross-border e-commerce associations, Shenzhen and Greater Bay Area seller communities).
• Being the GC voice to global Omni leadership — surface China-specific gaps (Mandarin support, RMB billing, China customs nuance, Single Pool inventory for cross-border sellers, Section 321/T86 dynamics) to US Omni Product and BD leadership.
• Closing first, then scaling — in the first 6 months, prioritize 3–5 lighthouse accounts where we win bundled (freight + Omni), and convert those wins into case studies the broader team can sell.

You Should Have

• 8+ years of full-cycle, quota-carrying sales experience, with at least 3 years selling US fulfillment, 3PL, or e-commerce logistics services into Chinese cross-border merchants.
• Deep Omnichannel/3PL fluency — understands DTC vs. B2B fulfillment, multi-node vs. single-node strategy, parcel zone pricing, FBA vs. FBM economics, returns, and platform integrations (Shopify, Amazon, Walmart, TikTok Shop).
• Forwarding-adjacent credibility — you don't need to be a forwarder, but you must hold a credible conversation with a customer's COO on the FOB-to-doorstep cost stack, customs clearance, and ISF/T86/Section 321 implications.
• Proven player-coach track record — you have enabled and coached AEs, run deal reviews, and built sales playbooks — not just hit personal quota.
• Strong network in Chinese BtC e-commerce — TikTok Shop sellers, Amazon top sellers, DTC brands, e-commerce aggregators, Shenzhen/Shanghai cross-border seller communities.
• Fluency in English and Mandarin — able to write external proposals in English and pitch directly in Mandarin to founder/CEO audiences.
• Comfort with ambiguity — this is a new role; you will define the playbook, the cross-sell motion, and the comp model alongside leadership.
• Bachelor's degree; MBA or equivalent operating experience welcome.
• Travel: 30–40% — across Greater Bay Area and Shanghai, plus 1–2 US trips per year for global Omni alignment.

Why This Role

This is the highest-leverage commercial role we are hiring in Greater China in 2026. The Chinese cross-border BtC e-commerce sector is USD 200B+ and growing 20%+ year-on-year — and nearly every seller in that segment is forced to stitch together a forwarder, a US 3PL, parcel, and returns from four different vendors. Flexport is the only player who can deliver all four under one roof. Whoever takes this role will define how the world's largest export market reaches the world's largest consumer market — on Flexport.