In Office
Plano, TX United States of America
Atlanta, GA United States of America
Conshohocken, PA United States of America
Phoenix, AZ United States of America
Chicago, IL United States of America
Eden Prairie, MN United States of America
Full time
R49452
C.H. Robinson is looking for a Manager Regional Sales to join our team. In this role you will have sales leadership accountability for a defined territory and have a unique opportunity to impact a group of engaged and energetic salespeople across multiple locations. You will be responsible for business planning, process implementation and improvement, talent management, and setting and managing within a regional sales budget. In addition, you will oversee and maintain quality touchpoints with customers and both internal and external networks to support sales growth and generate revenue.
DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consists of, but are not limited to, the following:
Strategic Business Planning and Management:
Collaborates with functional leadership to develop annual regional sales plan that aligns to new and existing commercial sales growth objectives
Defines and executes regional sales and growth strategy for both new and existing/low wallet customers, and actively manages and adjusts short and long-term plans as necessary
Builds, manages, and leverages internal relationships (i.e., pricing teams, solution design, Customer Shared Services) to ensure collaboration and maximize efficiencies and results
Utilizes analytics to drive improved business decision making, optimize performance, and leverages organizational resources to help improve results
Develops strong knowledge of industry trends and market drivers related to modes, products, services, pricing, and sectors that may impact strategic planning or execution
Business Growth and Development:
Manages the identification of new and existing customer opportunities, assigns leads and aligns team resources to effectively execute sales and account growth strategies to achieve volume and revenue growth for the region
Actively manages sales and customer growth at the regional level by employing sales management disciplines, including ensuring the regular completion of sales management reviews (SMRs), pipeline reviews, field evaluations, etc.
Identifies, defines, and supports opportunities to generate revenue (upsell, cross-sell, resell CHR services) within the region
Oversees regional sales teams, sales plans, and pipelines
Develops key performance indicators ("KPIs") and reports against defined success metrics
Manages and executes win by design sales process including, prospecting, discovery, solution design, proposing and closing, and ensures regional sales team manages leads and pipelines effectively
Evaluates region's sales plans, goals, activities, and results
Identifies high-potential customers and manages corresponding growth plans
Promotes and drives cross-functional and cross-regional collaboration (i.e., creation of deal teams within and outside the region, alignment of resources and support as needed, identifying, and sharing best practices, etc.)
Collaborates with account management teams to ensure effective transition to implementation
Utilizes technology, tools, and defined processes to support sales (i.e., RFPIO, CRM, Navisphere Analytics, etc.) and serves as point of escalation for rule compliance issues
Partners with internal stakeholders to ensure collaboration, quality execution, issue escalation and resolution, etc. to meet customer expectations
Actively interfaces with customers to present business opportunities, respond to RFIs/RFPs, and maintain ongoing relationships
Possesses a broad understanding of C.H. Robinson's products, services, resources, and technologies and leverages those appropriately to identify opportunities, drive sales growth with new and existing customers, and establish new supply chains and business models
Partners with legal to oversee contract management, including the ability to negotiate, understand and discuss contracts with new prospects and existing customers
Financial Management:
Sets and executes against regional sales P&L, budget, volume, and margin expectations
Monitors daily, monthly, quarterly reports and analytics to monitor budget impacting metrics (i.e., volume, sales, productivity, capacity, etc.) and adjusts regional sales strategy and resources accordingly
Talent Management:
Supports the growth of talent via performance and development through both formal and informal performance management, including SMRs, field evaluations and pipeline reviews, coaching and feedback, and developmental tools (PDPs)
Identifies regional skill and development needs and collaborates with functional leadership and internal resources to address gaps
Assesses, calibrates, and manages talent, leveraging analytics and observation to align resources appropriately, focuses on and advocates for individual and team development, career pathing and succession planning
Leadership:
Cascades communications to employees as appropriate, including information on organizational or divisional initiatives, announcements, etc.
Stays informed of external product, industry, and sector knowledge
Actively leads and drives process and/or service improvements and change management activities
Manages internal peer relationships to ensure collaboration, knowledge sharing, and process improvements
Manages internal and external conflicts appropriately with a focus on resolution
QUALIFICATIONS
Required:
High School Diploma/GED
Minimum 5 years of sales leadership in the logistics industry
Minimum 3 years of direct or indirect people management experience
Minimum 5 years of consultative sales experience with demonstrated success generating revenue or business growth in a client facing role.
Proven ability to define a regional or multi-location sales strategy
Ability to travel up to 50% travel (primarily within a region)
Strong technical writing skills
Preferred:
Bachelor's degree from an accredited college or university
Strong knowledge of C.H. Robinson's carrier and customer-facing business, including pricing strategies, reporting and analytics
Experience managing financials for a business segment
Ability to understand and communicate financial metrics, including P & L and apply financial and operational data to make sound business decisions
Ability to work independently to effectively manage sales growth
Experience consulting with multiple stakeholders across varying organizational levels, both internally and externally
Strong written and verbal communication skills, including proficiency presenting to both internal and external audiences
Demonstrated negotiation, collaboration, relationship building and influencing skills
Ability to work in a matrixed work environment
Proficient in Microsoft Office Suite of programs
Values a diverse and inclusive work environment
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range
$102,700.00 - $231,100.00
The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.
Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we're building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!
Equal Opportunity
C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We're committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.
EOE\Disabled\Veteran
Benefits
Your Health, Wealth and Self
Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:
Three medical plans which include
Prescription drug coverage
Enhanced Fertility benefits
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees - no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan
Plus a broad range of career development, networking, and team-building opportunities
Learn more about our benefit offerings on our BENEFITS & WELLBEING (https://www.chrobinson.com/en-us/about-us/careers/life-at-chr/benefits-and-wellbeing/) page
Why Do You Belong at C.H. Robinson?
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world's largest logistics platforms and rank in the FORTUNE 200. We've been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world's economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers' businesses.
As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World's Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes' Best Employers for Diversity and one of America's Greatest Workplaces in 2023 by Newsweek. Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at www.chrobinson.com .
