The Role
Lead commercial strategy to grow freight volume and revenue for a CBP Centralized Examination Station in Houston by building relationships with brokers, carriers, importers/exporters and port stakeholders. Position integrated services (exams, warehousing, drayage) as preferred solutions, onboard partners, monitor CBP/port trends, collaborate with operations and pricing, track pipeline and metrics, and represent the company in industry forums to drive C.E.S. utilization and throughput growth.
Summary Generated by Built In
Summary/Objective:
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:
Success Indicators
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:
- Servant Leadership
- Passion for Excellence
- Integrity
- Resilient
- Intense Safety Focus
- Trust
AAP/EEO Statement: Custom Goods, LLC committed to providing equal employment opportunities to all employees and applicants without regard to race, religion, color, sex, national origin, citizenship status, uniform service member status, age, disability, sexual and gender orientation, genetic information or any other protected status in accordance with all applicable federal, state and local laws.
This commitment extends to all aspects of Custom Goods’ employment practices including, but not limited to, recruiting, hiring, promoting, transferring, compensation, benefits, training, leaves of absence, termination, and other terms and conditions of employment.
Skills Required
- 5+ years 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
- 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
- Ability and willingness to travel up to 25% as needed
- Bachelor's degree in Supply Chain Management, Logistics, International Business, or related field (or equivalent industry experience)
- Established relationships within the customs brokerage and/or port community
- Experience with drayage, transloading, and warehouse operations in a port or C.E.S. environment
- Based in or willing to relocate to the Houston, Texas area
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The Company
What We Do
Custom Goods is a full-service logistics company with a refined focus on Warehousing, Transportation, and Custom Examination Sites, with over 30 warehouses nationally. We are uniquely positioned to offer comprehensive logistics solutions with a personal touch. We serve our customers one shipment at a time by challenging ourselves to be the benchmark service provider of customized supply chain solutions with our strategic anchors: Data-Driven, Personal Touch, and Timely Customer Solutions. Our core values underpin us as individuals, and as a company, we place people at the center of all we do. We have established over 60 years of rich experience and deep relationships following these values. As a number one strategic partner, our customers benefit from our unrivaled dedication to customer excellence.
