Manager Regional Sales

C.H. Robinson•Plano, TX

22d•Hybrid

About The Position

C.H. Robinson is looking for a Manager Regional Sales to join their team. In this role, the individual will have sales leadership accountability for a defined territory and the opportunity to impact a group of engaged salespeople across multiple locations. Responsibilities include business planning, process implementation and improvement, talent management, and setting and managing within a regional sales budget. The role also involves overseeing and maintaining quality customer touchpoints and internal/external networks to support sales growth and generate revenue.

Requirements

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

Nice To Haves

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

Responsibilities

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.
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.
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.
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.
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.

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
Broad range of career development, networking, and team-building opportunities