DUTIES AND RESPONSIBILITIES

The duties and responsibilities of this position consists of, but is not limited to, the following:

Business Development 

• Diagnoses opportunities qualifies leads & develops business 

• Develops business by selling and closing opportunities in partnership with the office network 

• Markets respective mode/service to sales and account management teams through ongoing education 

• Drives growth and creates demand for the mode/service, which helps to ensure their respective region has a robust pipeline of customer opportunities 

• Seeks to understand the underlying challenges of the opportunity and design solutions that address the customer’s short and long-term needs.  

• Designs and implements solutions for mode/service products and services. This includes partnering with internal pricing teams and being a liaison between the mode/service and network to create pricing models and strategies

• Refines marketing strategy for respective mode/service regularly based on network feedback and external market trends 

Consultation/Customer Service

• Builds trusting relationships by acting as an ambassador of the mode/service to the network, in addition to external customers and suppliers

• Collaborates with management to proactively identify and/or resolve issues in a timely manner

• Provides industry feedback to the network on trends, pressures, and competitive evaluation of key competitors in the marketplace  

• Educates and consults with the sales and account management teams on the market factors that impact pricing for the mode/service 

• Educates the network on service line initiatives, vision and strategies  

• Demonstrates or develops product and service capabilities and addresses detailed functional and technical questions 

• Responds to network inquiries on topics related to the industry, market trends and competitive intelligence for the mode/service 

• Understands how to leverage departments within the mode/service they support, other modal teams,and Customer Shared Services teams 

• Other duties or responsibilities as assigned according to the team and/or country specific requirements

• Manage, complete, and respond to all relative pricing requests in a timely manner, while balancing profitability and the aggressiveness needed to win new business and grow existing business
• Work primarily on all sea freight quote requests and RFQs
• Have detailed understanding on how to price specialized equipment
• Ensure compliance with operational policies prior to pricing business (examples include validating the commodity is not in violation of our restricted/prohibited commodities policy, identifying embargoed countries, vetting out known shippers)
• Provide notes on every pricing activity logging how the pricing was compiled to effectively communicate that information to relevant operations staff upon award
• Assess data from a variety of sources and use it to derive insights while generating pricing strategies. This may include assessment of warehouse service requirements, inventory requirements, and consolidated transportation pricing to drive strategic customer solutions.
• Stay up to date on current market conditions and pricing strategies and develop an understanding of what factors influence pricing strategy (rate and cost)
• Apply industry knowledge and critical thinking to adapt processes/create solutions in response to challenges both internally and externally
• Develop an understanding of capabilities at each facility, awareness of core products, modes, and services of the service line, and costs in each market to drive effective customer solutions and rates
• Collaborate with supervisor and peers to identify best practices to provide continuous improvement in the quality of pricing activities and trends that lead to more favorable win ratios

QUALIFICATIONS

Required:

• Bachelor’s degree from an accredited college or university

• 4+ years previous sales, operations and/or account management experience 

• Ability to travel 25-40% (internationally  )

Preferred:

• Technical proficiency in MS Office 

• Proven ability to create and sell comprehensive solutions and service packages to all buying influences  

• Demonstrated influencing, negotiation, collaboration, communication and presentation skills  

• Proven track record of delivering measurable financial results through sales or account management solutions 

• Strong strategic orientation, relationship building, negotiation skills and business acumen  

• Strong technical understanding of C.H. Robinson, modes and services, and systems  

• Proven ability to develop proposal presentations in Word or PowerPoint