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Director Business Development - Automotive

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Job ID
Unit No. 2 B. Wing, Mumbai, Maharashtra, India, 400099
Job TypeFull time

The Vertical Sales Director provides leadership, direction, and resource stewardship across the Enterprise within a defined segment/territory/vertical. This role is accountable for the overall sales performance, the profitable achievement of sales organization goals, and for aligning sales objectives within the enterprise vertical.  This includes coordination with divisional counterparts, solution architects and sales support resources.  In addition, this requires a deep vertical expertise that differentiates our position within the vertical.  This role is accountable for driving our SDR entrance strategy all the way through improved operational routines that are specific to the selected vertical.


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

  • Align the sales function’s objectives with the division business strategy through active participation in strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting
  • Accountable for achieving assigned targets for profitable sales revenue, market share, and other key financial performance objectives
  • Accountable for top line revenue
  • Use strategic negotiation and sales strategies at the customer leadership level in discussing complex pricing and selling solutions with customers
  • Collaborate with our Divisional Account Management teams to identify continuous improvement areas and devise creative solutions that bring value to the customer
  • Engage divisional senior leadership teams to ensure alignment, resource prioritization and participation in account strategy
  • Expand customer wallet share by building relationships, identifying opportunities, and selling our global suite of services
  • Provide vertical expertise and leadership while fostering a culture of accountability, professional development, high-performance, and ethical behavior
  • Establish and maintain productive peer-to-peer relationships with customers and prospects
  • Responsible for the overall customer relationship management, contract process, contract negotiation and organizational contract support to new and existing accounts
  • Responsible for regular Business Development forecasts to the business and insuring there are sufficient opportunities to meet the business financial goals
  • Work closely with Marketing to drive initiatives around driving leads, brand, and other activities necessary to attain goals
  • Support the achievement of vertical strategic objectives critical to other functional areas within the enterprise
  • Align with Divisional Operations Teams on specifics relative service, price, and process…vertical specific
  • Other duties or responsibilities as assigned according to the team and/or country specific requirements



  • Bachelor’s degree from an accredited college or university
  • Minimum 6 years total working in the transportation industry
  • Minimum 5 years of Sales experience servicing multi-national and multi-cultural businesses.
  • Ability to travel up to 30% (domestically and internationally)


  • Demonstrated ability to drive collaboration across multiple divisions, shared services, and internal teams across the enterprise to identify needs and develop scalable solutions
  • Ability to prioritize objectives and implement strategies to achieve enterprise initiatives within the vertical
  • Previous experience managing assigned customer relationships and/or portfolios within a vertical
  • Solid understanding and experience establishing and executing sales strategies specific to the selected vertical
  • Strong executive presence with the ability to influence and represent the needs to the business to multiple stakeholder groups at the C, V and D level; able to navigate complexity and competing interests of multiple stakeholders
  • Impeccable judgment and ability to make sound decisions in a fast-paced, dynamic setting
  • Demonstrated experience influencing internal teams, providing clear objectives, development, mentorship, and vertical expertise
  • Vertical perspective and understanding of competitive threats and competitive positioning
  • Excellent formal and informal presentation skills; written and verbal
  • Deep understanding of CHR services, network, and our customer-facing value propositions
  • Engagement in industry leadership positions and associations
  • Strong working knowledge of CHR internal systems, data hubs, and processes
  • Demonstrated commitment to personal development
  • Demonstrates a strong sense of urgency & accountability
  • Values a diverse and inclusive work environment

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:

  • Group Mediclaim Policy (GMC)

  • Group Personal Accident (GPA) policy

  • Covid-19 related coverage and reimbursement

  • Employee State Insurance Corporation (ESIC)

  • Group Term Life (GTL) Insurance Plan for employees

  • Employee Stock Purchase Plan (ESPP)

  • Investment Declaration & Flexi Benefit Plan

  • Variable Pay based on position

  • Flexible work arrangements

  • Paid Privilege, Casual and Sick Leaves

  • Paid Maternity & Paternity Leaves

  • Paid Compassionate Leaves

  • Paid Public Holidays

  • Paid time off to vote

  • Reward & Recognition Program

  • Wedding Allowance

  • Special Mobility Assistance

  • Employee Wellness Initiatives

  • Plus a broad range of career development, networking, and team-building opportunities

Equal Opportunity Statement

C.H. Robinson recognizes the value of equal employment opportunity and is committed to promoting fairness, equity and diversity in the workplace. As an equal opportunity employer, we may invite you to complete the voluntary self-identification. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment, Any information provided will be kept confidential, and separate from your employment application. This information may be used for diversity reporting purposes in accordance with applicable local law.

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

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