Business Development Manager – China-Russia Road Freight

About the role

INDITAL, an international customs services company, is seeking a Business Development Manager to expand its China‑Russia road freight business. The role is remote within China and focuses on acquiring new road carriers and freight forwarders and increasing truck volumes using INDITAL’s customs transit services.

Key responsibilities

• Identify and acquire Chinese road carriers and freight forwarders regularly transporting goods to Russia.
• Build relationships with business owners, CEOs, Commercial Directors, Heads of Russia Trade Lane and other key decision‑makers.
• Conduct client meetings, presentations and commercial negotiations.
• Prepare commercial proposals together with the Russian team and close deals.
• Develop newly acquired accounts and increase monthly truck volumes.
• Build and maintain a strong pipeline of potential clients in China.
• Expand INDITAL’s network within the Chinese logistics market.
• Represent the company at logistics events, exhibitions and industry meetings.
• Monitor the China–Russia road freight market, competitors and emerging opportunities.
• Share market insights and client needs with the Russian commercial and operational teams.

Required profile

• 3+ years of B2B sales or business development experience in China‑Russia road freight, international trucking/FTL transportation, freight forwarding or logistics.
• Strong professional network among Chinese road carriers and/or freight forwarders working with Russia.
• Understanding of the China‑Russia road freight market and experience with major border crossings such as Manzhouli/Zabaykalsk, Suifenhe/Pogranichny, Dongning/Poltavka, Hunchun/Kraskino or other checkpoints.
• Mandarin Chinese – native or fluent.
• Russian – fluent working proficiency, able to conduct business calls, negotiations and daily communication without an interpreter.
• English – a plus (not required).

Required skills

What we offer

• Competitive base salary.
• Significant performance‑based commission linked to commercial results.
• Flexible compensation package for candidates with an exceptional carrier/forwarder network.
• Remote work from anywhere in China.
• Regular client meetings and business travel across China.
• Official employment in China through an Employer of Record (EOR).
• Chinese employment contract, salary paid in RMB and statutory benefits.
• Direct collaboration with INDITAL’s Russian commercial and operational teams.
• Opportunity to establish and lead INDITAL’s local office in China as the business grows.