Houston, TX – As Texas cements its role as a logistics powerhouse—boasting the largest network of roads and railways in the U.S., 29 official ports of entry, and over $400 billion in annual exports—small and medium-sized enterprises (SMEs) are increasingly looking abroad to scale operations. One expert helping them chart that course is Gabriel Ramos Pimenta de Oliveira, a seasoned international business consultant with more than 17 years of experience in cross-border trade, market expansion, and logistics development.
Pimenta, based in Miami, has worked with some of the world’s leading logistics providers, including Agility, DSV, and Kuehne + Nagel, where he has consistently delivered measurable growth through strategic business development. Today, he is focused on helping Texas-based companies navigate the complexities of Latin American markets—leveraging the state’s geographic advantage, export capacity, and robust trade infrastructure.
“Texas has the perfect formula: scale, speed, and proximity to Latin America,” says Pimenta. “But to turn that into long-term growth, businesses need a logistics strategy that’s agile, data-driven, and relationship-focused.
In a state where global exports exceed $500 billion annually, the logistics industry plays a vital role—not just in moving goods, but in shaping economic development. According to Pimenta, business development professionals are the linchpins in this equation.
From identifying client needs to closing warehouse contracts and managing multimodal distribution strategies, Pimenta views the business development manager as both a commercial strategist and a customer relationship architect.
“The logistics sector is highly competitive in Texas. You need to constantly innovate your approach to client acquisition and retention,” he explains. “It’s not just about cost—it’s about delivering solutions that are reliable, scalable, and culturally aligned with your target markets.”
At DSV in 2022, Pimenta generated $600,000 in gross profit and $7 million in revenue, managing complex accounts like Emerson Electric and onboarding 25 new clients—many of whom were looking to expand into Latin America.
With Texas companies heavily represented in energy, agriculture, manufacturing, and technology—many of which already rely on global supply chains—Pimenta sees enormous potential for expanded trade with countries like Mexico, Brazil, and Colombia.
He outlines three key business development strategies for Texas logistics providers and exporters:
- Client-Centric Customization: “Each client is different. Whether it’s an oilfield service provider in Midland or a high-tech exporter in Austin, your logistics plan has to reflect their operational and cultural realities.”
- Proactive Account Management: Pimenta emphasizes the importance of anticipating client needs and offering end-to-end visibility. “In logistics, problems don’t wait. The companies that grow are the ones who solve issues before they arise.”
- LATAM Market Expertise: Fluent in Portuguese and Spanish, Pimenta frequently bridges cultural and regulatory gaps for U.S. businesses entering Latin America. “Language and trust are everything in international trade. Texas businesses must go beyond translation—they need true market immersion.”
“Houston isn’t just a port—it’s a gateway to the Americas,” says Pimenta. “If you’re in Texas and you’re not thinking globally, you’re leaving money on the table.”
He is currently working with several logistics and freight forwarding companies in Texas to expand their LATAM services, implement customer retention systems, and optimize international compliance frameworks.
“Texas is at the center of a trade transformation,” he concludes. “But companies must think beyond freight—they need to build ecosystems of trust, performance, and value across borders.”