Manager Regional Sales

C.H. Robinson Worldwide; Plano (TX); On-site; USD 103,000 - 231,000; Full time

Benefits offered by this job

Health benefits

401(k) plan with company match

Paid time off

Career development opportunities

Job summary

C.H. Robinson Worldwide is seeking a Manager Regional Sales to lead a defined territory and drive revenue, with accountability for sales results across multiple locations.

The role combines business planning, budget oversight, talent management, and collaboration with internal teams to optimize performance. You will develop regional plans, manage customer opportunities, and drive growth through strategic initiatives, while ensuring high-quality customer touchpoints and strong cross-functional

Qualifications

• High School Diploma/GED required.
• 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 revenue growth in a client-facing role.
• Proven ability to define a regional or multi-location sales strategy.
• Ability to travel up to 50% (primarily within a region).
• Strong technical writing skills and MS Office proficiency.

Responsibilities

• Develops annual regional sales plan aligned to growth objectives and defines regional sales strategy.
• Oversees regional sales teams, pipelines, and performance reviews (SMRs).
• Drives revenue growth by upsell/cross-sell and collaboration with pricing, solution design, and services teams.
• Monitors KPIs, budgets, volume, and margins; adjusts strategy accordingly.
• Leads cross-regional collaboration and manages contract negotiations with customers.

Skills

Sales leadership

Strategic planning

Budget management

Cross-functional collaboration

Analytical thinking

Effective communication

Education

High School Diploma/GED

Bachelor's degree preferred

Job description

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

• 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

• 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
• Values a diverse and inclusive work environment
• Business experience in the logistics industry
• 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
• Preferred: Additional industry certifications or trainings

Compensation

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.

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.
• 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

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.