Manager Regional Sales - Global Forwarding

C.H. Robinson is currently seeking a dynamic Manager, Regional Sales for our Global Forwarding division with a primary focus on developing and empowering a high‑performing team of Sales Executives and Senior Sales Executives. These teams drive C.H. Robinson’s core freight forwarding and logistics services across a broad and diverse customer base.

As the Manager, Regional Sales you will be central to the success of our global forward commercial organization. You will influence strategy, shape regional execution, elevate customer engagement, and directly impact sales growth. You’ll lead an engaged, multi‑location team while owning business planning, talent development, financial performance, customer connections, and cross‑functional collaboration. Critical to your success is overseeing and maintaining quality touchpoints with customers and both internal and external networks to support sales growth and generate revenue.

This is a high‑visibility opportunity for a commercial leader who is passionate about growing people and delivering strong commercial outcomes.

• Lead, coach, and develop a team of sales and senior sales talent through ongoing 1:1s, coaching, field evaluations, pipeline reviews, and performance conversations
• Identify development needs, address skill gaps, support career pathing, and manage succession planning
• Cascade communications, support change management, and foster a collaborative, high‑performance culture

• Build and execute the annual regional sales plan aligned with commercial growth goals
• Define and adjust regional strategy for new and existing customers
• Leverage analytics to optimize performance and inform business decisions
• Stay current on market trends, pricing dynamics, modes, and industry shifts that influence regional plans

• Oversee the identification and pursuit of new customer opportunities across the region
• Assign leads, guide resource alignment, and ensure strong execution of sales and account growth strategies
• Lead sales management disciplines—SMRs, pipeline reviews, forecasting, field evaluations, etc.
• Drive upsell, cross-sell, and resell opportunities, partnering closely with internal stakeholders
• Engage directly with customers on opportunities, RFIs/RFPs, and ongoing relationship management
• Promote collaboration across regions and functions, enabling deal teams and best‑practice sharing

• Set and manage the regional sales budget, including P&L, margin expectations, and volume performance
• Monitor key financial and operational metrics and adjust strategy or resources as needed

• Ensure CRM hygiene and accuracy to support visibility and decision‑making
• Utilize sales tools (RFPIO, CRM, Navisphere Analytics, etc.) and enforce process compliance
• Partner with pricing, solution design, legal, customer shared services, and other teams to ensure high‑quality execution
• Resolve internal and external conflicts with a focus on outcomes and customer experience

• High school diploma or GED
• 3+ years of people leadership experience (direct or indirect)
• 5+ years of consultative, client‑facing experience with proven revenue or business growth results
• Demonstrated ability to develop and execute regional or multi‑location sales strategy
• Ability to travel up to 50% within the region

• Bachelor’s degree from an accredited college or university
• Knowledge of CH Robinson’s carrier and customer facing business, pricing, and analytics
• Experience managing financials and applying P&L and operational data to decision‑making
• Ability to independently drive sales growth and work across multiple stakeholder groups
• Strong communication, presentation, negotiation, collaboration, and influencing skills
• Comfortable operating in a matrixed environment
• Values a diverse and inclusive work environment

We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.

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