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.

The 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 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