Horizontal Business Development Rep

C.H. Robinson•Eden Prairie, MN

8d•$31 - $49

About The Position

C.H. Robinson is seeking a Horizontal Business Development Representative to support our various truckload horizontals (ex: Short Haul, Flatbed, Dedicated). In this role you will identify new opportunities within your designated scope, generate demand, and support the selling of creative solutions/services to drive growth through relationship building, problem solving, and providing exceptional service. You are responsible for delivering customer commitments, resolving issues, driving continuous improvement and articulating customer value. You will be responsible for the growth and retention of a customer portfolio or modal offering while also supporting new opportunities. To be successful in this role you will understand the customer’s business challenges and supply chain goals and uses that information to develop tailored solutions, which deliver value and support the customer’s business. You will utilize your broad understanding of C.H. Robinson’s industry leading modes/services, technology, and business processes to retain and grow customers within their portfolio or the service line they represent. DUTIES AND RESPONSIBILITIES The duties and responsibilities of this position consist of, but are not limited to, the following: Strategy & Growth: Represents, develops, and enhances the brand Penetrates the assigned customer portfolio assigned, by making contacts and building relationships at multiple levels and in multiple departments within the account in partnership with account management, capacity, and/or service line teams. Conducts regular business reviews partnering with internal teams (ie, account management, capacity, service lines), leveraging internal analytics and market intelligence to gain customer insights, and understands positive and negative trends in data, to uncover new opportunities for growth, increase sales, and retain and grow the business by presenting solutions to help the customer win. Shares customer specific data, requirements and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers Reviews of financial, volume and service performance reports and makes adjustments (pricing, process, etc.) that create efficiencies and drive continuous improvement Uses effective negotiation and sales strategies in discussing pricing and selling solutions Stays informed of changes within the customers’ business, industry and sector through regular customer communication; applies that knowledge to identify new opportunities Customer Service: Serves as the primary point of contact, delivering a positive customer experience through proactive communication, timely responses and by applying the appropriate sense of urgency as the situation dictates Manages conflict and navigates difficult conversations, using tact and diplomacy Collaborates and actively communicates with partners on the commercial/ account management/ capacity/product/supply team regarding customer needs, issues and solutions in order to meet customer expectations Builds trusting relationships by ensuring quality execution against expectations and collaborating with internal partners to identify and resolve issues in a timely manner Uses effective negotiation and sales strategies in discussing pricing and selling services. Partners with commercial, account management and customers to gather information on inbound & outbound needs, and offers tailored solutions based on the CHR platform in order to build customer relationships and win business Stays informed and may respond to customer inquiries and provide updates related to exception management to articulate actions being taken Execution leading to Quality: Monitors order statuses and initiates corrective action when exceptions occur (verifying pricing, weights, delivery times, ship quantities, load information, etc.) Understands customer workflows, preferences and SOPs and applies this knowledge to create efficient, cost effective solutions for the customer Provides ongoing issue resolution through communication with the customer and offers options and alternative solutions in a timely manner Process Efficiency: Leverages customer facing technology to ensure the right technology is matched to customer needs Organizes and prioritizes opportunities utilizing sales management tools such as opportunity management, Atmosphere Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy Assists in the development of any SOPs required to manage the customers’ business effectively Pricing: Collaborates in pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy Collaborates with RFP opportunities for customers within portfolio

Requirements

High School Diploma or GED
Minimum 2 years of previous sales experience
Site specific: Ability to travel internationally and domestically
Site specific: Fluent in Spanish and English (written and verbal)

Nice To Haves

Bachelor’s Degree from an accredited college or university
Demonstrated negotiation and sales strategies experience
Decision making and multi-tasking skills
Effective and flexible communication and interpersonal skills
Driven, enthusiastic, resilient, agile and highly motivated
Ability to thrive under deadlines and drive results
Attention to detail and analytical ability
High comfort level with technology and the ability to quickly learn new systems
Proficient in Microsoft Office Suite of programs
Values a diverse and inclusive work environment

Responsibilities

Represents, develops, and enhances the brand
Penetrates the assigned customer portfolio assigned, by making contacts and building relationships at multiple levels and in multiple departments within the account in partnership with account management, capacity, and/or service line teams.
Conducts regular business reviews partnering with internal teams (ie, account management, capacity, service lines), leveraging internal analytics and market intelligence to gain customer insights, and understands positive and negative trends in data, to uncover new opportunities for growth, increase sales, and retain and grow the business by presenting solutions to help the customer win.
Shares customer specific data, requirements and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers
Reviews of financial, volume and service performance reports and makes adjustments (pricing, process, etc.) that create efficiencies and drive continuous improvement
Uses effective negotiation and sales strategies in discussing pricing and selling solutions
Stays informed of changes within the customers’ business, industry and sector through regular customer communication; applies that knowledge to identify new opportunities
Serves as the primary point of contact, delivering a positive customer experience through proactive communication, timely responses and by applying the appropriate sense of urgency as the situation dictates
Manages conflict and navigates difficult conversations, using tact and diplomacy
Collaborates and actively communicates with partners on the commercial/ account management/ capacity/product/supply team regarding customer needs, issues and solutions in order to meet customer expectations
Builds trusting relationships by ensuring quality execution against expectations and collaborating with internal partners to identify and resolve issues in a timely manner
Uses effective negotiation and sales strategies in discussing pricing and selling services.
Partners with commercial, account management and customers to gather information on inbound & outbound needs, and offers tailored solutions based on the CHR platform in order to build customer relationships and win business
Stays informed and may respond to customer inquiries and provide updates related to exception management to articulate actions being taken
Monitors order statuses and initiates corrective action when exceptions occur (verifying pricing, weights, delivery times, ship quantities, load information, etc.)
Understands customer workflows, preferences and SOPs and applies this knowledge to create efficient, cost effective solutions for the customer
Provides ongoing issue resolution through communication with the customer and offers options and alternative solutions in a timely manner
Leverages customer facing technology to ensure the right technology is matched to customer needs
Organizes and prioritizes opportunities utilizing sales management tools such as opportunity management, Atmosphere
Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
Assists in the development of any SOPs required to manage the customers’ business effectively
Collaborates in pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain
Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
Collaborates with RFP opportunities for customers within portfolio

Benefits

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