Manager Regional Sales

In Office

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 America

Full time

R49452

C.H. Robinson is looking for a Manager Regional Sales to join our team. In this role you will be responsible for leading regional sales execution, building high-performing teams, and driving new customer acquisition and commercial growth. You will set the direction for how the team identifies market opportunities, builds and advances pipeline, uses customer and market signals, and delivers against regional business expectations. You are also expected to lead through change by driving adoption of AI-enabled capabilities, evolving sales routines and ways of working, and helping sellers use data, intelligence, and technology to improve productivity, decision-making, customer outcomes, and business performance. Through strong execution, talent leadership, and disciplined performance management, you will help drive near-term sales growth while building the capabilities needed to support the future direction of the sales organization.

DUTIES AND RESPONSIBILITIES

The duties and responsibilities of this position consist of, but are not limited to, the following:

Market Strategy and Execution:

• Develops and executes regional sales strategies and business plans to achieve new customer acquisition and commercial growth objectives

• Uses customer, market, pipeline, and performance signals to identify growth opportunities, prioritize seller capacity and resources, address execution gaps, and adjust regional strategies.

• Leads transformation by redesigning sales workflows, driving adoption of AI-enabled capabilities, and evolving ways of working to improve seller productivity, decision-making, customer impact, and business outcomes.

• Drives regional sales performance through disciplined execution, coaching, accountability, and continuous improvement

Sales Pipeline and Growth:

• Drives opportunity creation through effective territory management, account prioritization, customer and market intelligence, and seller focus on high-value growth opportunities.

• Leads sales management routines, including opportunity reviews, field coaching, sales qualification frameworks such as MEDDIC, and sales process discipline, to improve pipeline quality, opportunity progression, and sales outcomes.

• Leverages technology, data, AI-enabled solutions, and performance insights to improve seller productivity, accelerate growth, and drive business results.

• Translates customer needs, market trends, and competitive insights into targeted growth strategies that focus sellers on the highest-value opportunities and improve customer outcomes.

• Applies a broad understanding of company solutions and resources while partnering cross-functionally to identify growth opportunities, develop differentiated customer solutions, and accelerate customer value creation through innovative approaches and evolving ways of working.

Business Performance and Forecasting:

• Owns regional sales performance through achievement of new logo growth targets, team performance expectations, individual seller contribution, and key sales metrics.

• Analyzes financial and sales performance trends, including pipeline generation, AGP results, and top-of-funnel activity, to optimize resources, adjust strategies, and drive growth.

• Develops sales forecasts and business performance insights to assess progress, identify risks and opportunities, and inform decision-making.

• Allocates resources and prioritizes investments based on business performance, market opportunities, and growth objectives to maximize commercial results.

Talent Management & Leadership:

• Leads teams through ongoing change by building adaptability, reinforcing new expectations, driving adoption of AI-enabled ways of working, and helping sellers connect transformation efforts to customer and business outcomes.

• Builds and develops high-performing sales teams through coaching, performance management, feedback, and development planning.

• Assesses, calibrates, and develops talent to address capability gaps, support career growth, and build organizational capability.

• Creates alignment by translating business priorities into clear expectations, fostering accountability, and enabling consistent execution across the team.

• Builds strong cross-functional partnerships and leverages customer intelligence, data, AI-enabled insights, and diverse perspectives to influence decisions and support broader business objectives.

QUALIFICATIONS

Required:

• High School Diploma/GED

• Minimum 5 years of sales leadership experience 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, acquiring new customers, or driving business growth in a client-facing role

• Proven ability to define and execute a regional or multi-location sales strategy

• Experience coaching sellers, managing performance, and driving accountability against sales goals and pipeline expectations

• Ability to travel up to 50% primarily within a region

Preferred:

• Bachelor’s degree from an accredited college or university

• Experience using data, analytics, AI-enabled tools, or market intelligence to improve sales productivity, decision-making, and business outcomes.

• Demonstrated ability to lead teams through change, transformation, or evolving ways of working while maintaining focus on performance and customer outcomes.

• Strong knowledge of C.H. Robinson’s carrier and customer-facing business, including pricing strategies, reporting, analytics, and commercial growth levers

• Experience managing sales performance metrics, including new logo targets, pipeline generated, AGP, top-of-funnel activity, and Sales Scorecard outcomes

• Experience using sales technology, CRM tools, dashboards, reporting, and analytics to inspect pipeline health, identify trends, and improve team performance

We 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 - $231,100.00

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.

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 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. 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

Learn more about our benefit offerings on our BENEFITS & WELLBEING (https://www.chrobinson.com/en-us/about-us/careers/life-at-chr/benefits-and-wellbeing/) page

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 .