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Regional Sales Manager

Job ID R17648 Address 2106 E State Hwy 114, STE 405, Southlake, Texas, United States, 76092

Are you a leader that enjoys managing, coaching and developing a team of salespeople?  As the Regional Sales Manager, you will have sales leadership accountability for a group of senior sales executives and sales executives within the Texas region. This is a unique opportunity to impact a group of engaged salespeople across multiple territories.  You will be responsible for strategic business planning, process implementation and improvement, talent management, and setting and managing within a 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.

Responsibilities:

Strategic Business Planning and Management:

  • Collaborate with functional leadership to develop annual regional sales plan that aligns to new and existing commercial sales growth objectives

  • Define and execute regional sales and growth strategy for new customers, and actively manages and adjusts short and long-term plans as necessary

  • Build, manage, and leverage internal relationships (i.e. pricing teams, solution design, Customer Shared Services) to ensure collaboration and maximize efficiencies and results

  • Develop 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:

  • Manage the identification of new customer opportunities, 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 holding leaders accountable and employing sales management disciplines

  • Identifies, defines, and supports opportunities to generate revenue (upsell, cross-sell, resell CHR services) within the region

  • Develops key performance indicators ("KPIs") and reports against defined success metrics

  • Manages and executes C.H. Robinson’s sales process and ensures regional sales team manages leads and pipelines effectively

  • Evaluates region’s activities, opportunities and results

  • 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 and serves as point of escalation for rule compliance issues

  • Actively interfaces with customers to present business opportunities 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 region’s consolidated regional sales P&L, budget, volume and margin expectations

  • Monitors daily, monthly, quarterly reports and analytics to monitor budget impacting metrics

Talent Management:

  • Oversees regional sales teams, sales plans and pipelines

  • Supports the growth of talent via performance and development through both formal and informal performance management

  • Identifies team skill and development needs and collaborates with internal resources to address gaps

  • Assesses, calibrates, and manages talent and advocates for individual and team development, career pathing and succession planning

  • Actively manages his/her own development

General Management:

  • 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

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

Required 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

Preferred Qualifications:

  • 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

  • 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

  • Values a diverse and inclusive work environment

Equal Opportunity and Affirmative Action Employer

C.H. Robinson is proud to be an Equal Opportunity and Affirmative Action employer. We believe in equality for all and celebrate the diversity of our employees, customers and communities. We believe this increases creativity and innovation, drives business growth and enables engaged and thriving teams.  We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.

Affirmative Action Employer/EOE/M/F/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:

  • Two medical plans (including a High Deductible Health Plan)

  • 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 and floating holidays

  • Paid time off (PTO)

  • 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

Dig in to our full list of benefits on OUR CULTUREpage.

Why Do You Belong at C.H. Robinson?


Standing out among the world’s largest logistics platforms, C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. For 100+ years, our global suite of services has innovated trade to seamlessly deliver the products and goods that drive the world’s economy. With 19 million shipments annually for 105,000 customers, our people and technology literally move the world.

As a FORTUNE 200 company, FORTUNE has also named C.H. Robinson one of the World’s Most Admired Companies 2021. Headquartered in Eden Prairie, Minnesota, we are proud to be recognized as one of LinkedIn’s Top Companies in Minneapolis-St. Paul 2021. And we’re not stopping there… 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.


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