Key Account Managers Should Move Into Business Development

If you’re a Key Account Manager in freight forwarding and you’ve ever thought about making the switch to Business Development, this is your moment.

We’re seeing it everywhere:
The market is packed with KAMs and starving for hunters.
Clients aren’t just open to hiring — they’re actively searching for sales talent and offering serious incentives.

BDMs Are in High Demand — and Being Rewarded for It

Right now, many forwarders are offering:

• Generous base salaries

• Company cars or allowances

• Uncapped commission structures

• Clear pathways to sales leadership

We’re even seeing a few top performers earn north of $500k — that’s not the norm, but it shows what’s possible.

Not Sure You’re a “Salesperson”? You Might Already Be One.

If you’re managing large freight accounts, handling tenders, upselling, or holding quarterly business reviews —
you’re already selling.

The only difference is:
✅ You’re doing it reactively, not proactively
✅ You’re not being rewarded like a hunter
✅ You’re often tied to account maintenance — instead of growth

It’s time to leverage your industry knowledge and client relationships into something more scalable.

KAMs Already Have the Right DNA

Let’s be honest — the best BDMs are more than just “closers.”
They’re persistent, empathetic, strategic, and great listeners.
Sound familiar?

That’s also the definition of a great Key Account Manager.

If you’ve got:

• The resilience to deal with tough clients

• The EQ to spot opportunity

• The grit to follow up and close deals

…then you’ve got what it takes to succeed in freight sales.

Now’s the Time to Make the Move

There’s a clear supply-demand gap in freight sales talent.
And that gap means opportunity.

So if you’re ready for:

• Bigger financial upside

• More autonomy

• The chance to shape your own client base

…then 2025 might be your turning point.