Manager Regional Sales

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 RESPONSIBILITIESThe 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 objectivesDefines 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 necessaryBuilds, manages, and leverages internal relationships (i.e., pricing teams, solution design, Customer Shared Services) to ensure collaboration and maximize efficiencies and resultsUtilizes analytics to drive improved business decision making, optimize performance, and leverages organizational resources to help improve resultsDevelops strong knowledge of industry trends and market drivers related to modes, products, services, pricing, and sectors that may impact strategic planning or executionBusiness 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 regionActively 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 regionOversees regional sales teams, sales plans, and pipelinesDevelops key performance indicators ("KPIs") and reports against defined success metricsManages and executes win by design sales process including, prospecting, discovery, solution design, proposing and closing, and ensures regional sales team manages leads and pipelines effectivelyEvaluates region’s sales plans, goals, activities, and resultsIdentifies high-potential customers and manages corresponding growth plansPromotes 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 implementationUtilizes technology, tools, and defined processes to support sales (i.e., RFPIO, CRM, Navisphere Analytics, etc.) and serves as point of escalation for rule compliance issuesPartners with internal stakeholders to ensure collaboration, quality execution, issue escalation and resolution, etc. to meet customer expectationsActively interfaces with customers to present business opportunities, respond to RFIs/RFPs, and maintain ongoing relationshipsPossesses 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 modelsPartners with legal to oversee contract management, including the ability to negotiate, understand and discuss contracts with new prospects and existing customersFinancial Management:Sets and executes against regional sales P&L, budget, volume, and margin expectationsMonitors 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 accordinglyTalent 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 gapsAssesses, 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 planningLeadership: Cascades communications to employees as appropriate, including information on organizational or divisional initiatives, announcements, etc.Stays informed of external product, industry, and sector knowledgeActively leads and drives process and/or service improvements and change management activitiesManages internal peer relationships to ensure collaboration, knowledge sharing, and process improvementsManages internal and external conflicts appropriately with a focus on resolutionQUALIFICATIONSRequired:High School Diploma/GEDMinimum 5 years of sales leadership in the logistics industryMinimum 3 years of direct or indirect people management experienceMinimum 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 strategyAbility to travel up to 50% travel (primarily within a region)Strong technical writing skillsPreferred:Bachelor’s degree from an accredited college or universityStrong knowledge of C.H. Robinson’s carrier and customer-facing business, including pricing strategies, reporting and analyticsExperience managing financials for a business segmentAbility to understand and communicate financial metrics, including P & L and apply financial and operational data to make sound business decisionsAbility to work independently to effectively manage sales growthExperience consulting with multiple stakeholders across varying organizational levels, both internally and externallyStrong written and verbal communication skills, including proficiency presenting to both internal and external audiencesDemonstrated negotiation, collaboration, relationship building and influencing skillsAbility to work in a matrixed work environmentProficient in Microsoft Office Suite of programsValues a diverse and inclusive work environmentWe 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 - $231,100.00The 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 OpportunityC.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 BenefitsYour Health, Wealth and SelfYour 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 includePrescription drug coverageEnhanced Fertility benefitsFlexible Spending Accounts Health Savings Account (including employer contribution)Dental and VisionBasic and Supplemental Life InsuranceShort-Term and Long-Term Disability Paid observed holidays 2 paid floating holidays for U.S. hourly employeesFlexible 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 CanadaPaid parental leavePaid time off to volunteer in your communityCharitable Giving Match Program401(k) with 6% company matchingEmployee Stock Purchase PlanPlus a broad range of career development, networking, and team-building opportunitiesLearn more about our benefit offerings on our BENEFITS & WELLBEING pageSummaryLocation: 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 AmericaType: Full time