Manager of Business Development - Brokerage

C.H. Robinson Worldwide; Milwaukee (WI); On-site; USD 86,000 - 145,000; Full time

Benefits offered by this job

Health plans

Fertility benefits

FSAs & HSA

Dental & Vision

Life Insurance

Disability

Paid holidays

Floating holidays

Paid time off

Parental leave

Charitable match

401(k) match

Stock Purchase Plan

Job summary

C.H. Robinson Worldwide seeks a Manager of Business Development – Brokerage to lead growth and talent development within our Brokerage Sales team. You will engage customers to expand business, mentor Portfolio Executives, and partner with leadership to drive outcomes. This is a high-impact role requiring hands-on leadership and strategic thinking.

You will collaborate with internal and external stakeholders, travel up to 15%, and work on-site five days weekly to foster teamwork and performance.

Qualifications

• High school diploma or GED equivalent.
• Minimum of 5 years of sales or account management or equivalent experience.
• Minimum 2 years of experience directly or indirectly leading or managing teams.
• Ability to travel up to 15% domestically.

Responsibilities

• Drive growth by diagnosing opportunities, qualifying leads, forming deal teams, and proposing solutions for portfolio accounts.
• Serve as primary de-escalation point to improve retention and resolve client challenges.
• Provide industry insights, market feedback, and competitive intelligence to inform strategic decisions.
• Collaborate with GM to monitor portfolio and align accounts across teams when needed.
• Build and maintain strong relationships with internal and external stakeholders to advance Brokerage Sales strategy.

Skills

Sales

Account management

Team leadership

Coaching

Mentoring

Customer relations

Education

Bachelor’s degree or equivalent

Tools

MS Office

Job description

C.H. Robinson is seeking a Manager of Business Development – Brokerage to drive growth and develop talent within our Brokerage Sales team. In this role you will engage directly with customers to expand business, strengthen retention, and manage escalations across a portfolio of small to midsize shippers. You will also lead and mentor Portfolio Executives and Associate Portfolio Executives, providing guidance and support to accelerate their success. In this role, you will partner closely with your General Manager, internal stakeholders, and external partners to uncover new opportunities and deliver exceptional customer outcomes. This is a high-impact role for a proven leader who thrives in both business development and people development. At C.H. Robinson, we believe that in-person collaboration is key to driving innovation and achieving success. In this role, you will work on-site with your peers five days a week, fostering creativity and producing impactful results through face-to-face interactions. Experience the full benefits of teamwork and immediate collaboration in a vibrant and engaging workplace.

Responsibilities

• Business Development Focus Diagnose opportunities, qualify leads, create deal teams, develop business strategies, and propose solutions to drive growth within their team’s portfolio of accounts.
• Actively enhances customer experience and retention by serving as the primary de-escalation point for active customers with a focus on solving tactical and strategic customer challenges on a daily basis.
• Provide industry insights, market feedback, and competitive intelligence to inform strategic decision-making and enhance customer value.
• Actively works with their GM to monitor their team’s portfolio and review accounts may benefit from account team alignment outside of Brokerage Sales that based on size or complexity.
• Build and maintain trusting relationships with internal and external stakeholders, acting as an ambassador for our Brokerage Sales strategy.

People Development Focus

• Lead and develop a team of developing Portfolio Executives and Associate PEs, providing coaching, mentorship, and performance feedback.
• Ultimately accountable to ensure Associate Portfolio Executives graduate to remove the Associate title by maximizing their developed and holding those Associates accountable to meeting or exceeding their tenure expectations.
• Foster a culture of collaboration, accountability, and continuous improvement within the team.
• Identify and address performance gaps, providing support and resources to help team members achieve their goals.
• Promote diversity, equity, and inclusion initiatives to create a positive and inclusive work environment.

Required Qualifications

• High school diploma or GED equivalent
• Minimum of 5 years of sales or account management or equivalent experience
• Minimum 2 years of experience directly or indirectly leading or managing teams
• Must be consistently exceeding the minimum performance standards in current role
• Ability to travel up to 15% (domestically)

Preferred Qualifications

• Bachelor’s degree or equivalent experience from an accredited college or university.
• Ability to inspire and motivate team members to achieve excellence.
• Excellent communication, coaching, and mentoring skills.
• Commitment to fostering a diverse and inclusive work environment.
• Ability to adapt to change and drive continuous improvement initiatives.
• Advanced proficiency in Microsoft Office Suite of Tools.
• Proven ability to create and sell comprehensive solutions to various stakeholders.
• Strong strategic orientation, relationship building, and negotiation skills.
• Demonstrated ability to drive measurable financial results through sales or account management solutions.

Values a diverse and inclusive work environment

Disclaimer: This job description is intended to generally describe the nature and level of work to be performed by employees in this position. It is not intended to be construed as an exhaustive list of all responsibilities and skills required of employees performing this role.

Compensation Range $85,600.00 - $144,600.00 The base pay range displayed on the job posting reflects the minimum and maximum base pay for this specific location. Your individual base pay within this range is determined by 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.

E O E\Disabled\Veteran

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

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.

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.