Senior Director, Commercial Excellence

Overview

C.H. Robinson is seeking a strategic and results-oriented Senior Director, Commercial Excellence to build and lead the capabilities, systems, processes, and insights that drive commercial performance across North American Surface Transportation (NAST). The Senior Director will be responsible for building a high-performing commercial operating model that improves pipeline management, forecasting, productivity, revenue growth, and customer value. This role requires close collaboration with Sales, Account Management, Product, Marketing, Analytics, and HR to ensure disciplined execution, cross-functional alignment, and measurable business outcomes while developing capabilities for long-term commercial success.

• Own the Commercial Excellence function across market intelligence, pipeline management, commercial enablement, implementation, tools, and execution; establish standards, KPIs, scorecards, and operating rhythms that improve commercial performance and revenue outcomes
• Translate market intelligence, competitive insights, pricing signals, customer data, and growth opportunities into actionable strategies that strengthen forecasting, business planning, pipeline coverage, and account growth
• Drive pipeline health, sales effectiveness, forecast accuracy, deal quality, and win rates by enforcing disciplined execution, consistent processes, and data-driven decision making across sales and account management teams
• Own CRM strategy, workflow design, data integrity, commercial technology investments, and the deployment of AI and digital tools that improve productivity, adoption, and commercial execution
• Partner across Sales, Account Management, Marketing, Product, and Analytics to streamline workflows, align priorities, incorporate customer and market insights, and improve growth, deal velocity, and customer outcomes
• Lead, develop, and coach a high-performing team by setting clear expectations, building organizational capability, creating scalable ways of working, and ensuring alignment to business objectives and measurable outcomes

• Bachelor's Degree from an accredited college or university
• Minimum 10 years of experience in commercial excellence, sales operations, revenue operations, commercial strategy, business operations, or related function
• Minimum 5 years of experience leading and managing teams, including leadership through managers or cross-functional leaders
• Experience leading strategy and execution for a function, business unit, or commercial capability with accountability for performance outcomes across multiple teams, departments, or regions
• Experience leveraging data, performance metrics, KPIs, and business insights to improve commercial execution and deliver measurable results such as revenue growth, pipeline health, forecast accuracy, productivity, win rates, or customer value

• Experience leading commercial excellence, revenue operations, sales effectiveness, market intelligence, enablement, or similar commercial functions
• Experience improving commercial operating models, including pipeline management, forecasting, sales processes, account growth strategies, performance metrics, and operating rhythms
• Experience with CRM strategy, workflow design, user adoption, data integrity, and sales performance reporting
• Experience deploying digital tools, automation, or AI-enabled solutions to improve productivity, forecasting, and commercial execution
• Experience using market intelligence, competitive insights, pricing signals, customer feedback, win/loss analysis, and share-of-wallet data to inform growth strategies and decision making
• Values a diverse and inclusive work environment

Compensation Range

$ - $

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

Your Health, Wealth and Self — Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. Benefits commonly offered include:

• Three medical plans with prescription drug coverage
• Flexible Spending Accounts
• Health Savings Account (including employer contribution)
• Dental and Vision
• Basic and Supplemental Life Insurance
• Short-Term and Long-Term Disability
• Paid holidays and paid time off
• Paid parental leave and time off to volunteer
• 401(k) with company matching
• Employee Stock Purchase Plan
• Career development, networking, and team-building opportunities

Learn more about our benefit offerings on our Benefits & Wellbeing page.