C.H. Robinson is looking for a Manager Regional Sales to join our team. In this role you will be responsible for leading regional sales execution, building high-performing teams, and driving new customer acquisition and commercial growth. You will set the direction for how the team identifies market opportunities, builds and advances pipeline, uses customer and market signals, and delivers against regional business expectations. You are also expected to lead through change by driving adoption of AI-enabled capabilities, evolving sales routines and ways of working, and helping sellers use data, intelligence, and technology to improve productivity, decision-making, customer outcomes, and business performance. Through strong execution, talent leadership, and disciplined performance management, you will help drive near-term sales growth while building the capabilities needed to support the future direction of the sales organization.
DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consist of, but are not limited to, the following:
Market Strategy and Execution:
- Develops and executes regional sales strategies and business plans to achieve new customer acquisition and commercial growth objectives
- Uses customer, market, pipeline, and performance signals to identify growth opportunities, prioritize seller capacity and resources, address execution gaps, and adjust regional strategies.
- Leads transformation by redesigning sales workflows, driving adoption of AI-enabled capabilities, and evolving ways of working to improve seller productivity, decision-making, customer impact, and business outcomes.
- Drives regional sales performance through disciplined execution, coaching, accountability, and continuous improvement
Sales Pipeline and Growth:
- Drives opportunity creation through effective territory management, account prioritization, customer and market intelligence, and seller focus on high-value growth opportunities.
- Leads sales management routines, including opportunity reviews, field coaching, sales qualification frameworks such as MEDDIC, and sales process discipline, to improve pipeline quality, opportunity progression, and sales outcomes.
- Leverages technology, data, AI-enabled solutions, and performance insights to improve seller productivity, accelerate growth, and drive business results.
- Translates customer needs, market trends, and competitive insights into targeted growth strategies that focus sellers on the highest-value opportunities and improve customer outcomes.
- Applies a broad understanding of company solutions and resources while partnering cross-functionally to identify growth opportunities, develop differentiated customer solutions, and accelerate customer value creation through innovative approaches and evolving ways of working.
Business Performance and Forecasting:
- Owns regional sales performance through achievement of new logo growth targets, team performance expectations, individual seller contribution, and key sales metrics.
- Analyzes financial and sales performance trends, including pipeline generation, AGP results, and top-of-funnel activity, to optimize resources, adjust strategies, and drive growth.
- Develops sales forecasts and business performance insights to assess progress, identify risks and opportunities, and inform decision-making.
- Allocates resources and prioritizes investments based on business performance, market opportunities, and growth objectives to maximize commercial results.
Talent Management & Leadership:
- Leads teams through ongoing change by building adaptability, reinforcing new expectations, driving adoption of AI-enabled ways of working, and helping sellers connect transformation efforts to customer and business outcomes.
- Builds and develops high-performing sales teams through coaching, performance management, feedback, and development planning.
- Assesses, calibrates, and develops talent to address capability gaps, support career growth, and build organizational capability.
- Creates alignment by translating business priorities into clear expectations, fostering accountability, and enabling consistent execution across the team.
- Builds strong cross-functional partnerships and leverages customer intelligence, data, AI-enabled insights, and diverse perspectives to influence decisions and support broader business objectives.
QUALIFICATIONS
Required:
- High School Diploma/GED
- Minimum 5 years of sales leadership experience 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, acquiring new customers, or driving business growth in a client-facing role
- Proven ability to define and execute a regional or multi-location sales strategy
- Experience coaching sellers, managing performance, and driving accountability against sales goals and pipeline expectations
- Ability to travel up to 50% primarily within a region
Preferred:
- Bachelor’s degree from an accredited college or university
- Experience using data, analytics, AI-enabled tools, or market intelligence to improve sales productivity, decision-making, and business outcomes.
- Demonstrated ability to lead teams through change, transformation, or evolving ways of working while maintaining focus on performance and customer outcomes.
- Strong knowledge of C.H. Robinson’s carrier and customer-facing business, including pricing strategies, reporting, analytics, and commercial growth levers
- Experience managing sales performance metrics, including new logo targets, pipeline generated, AGP, top-of-funnel activity, and Sales Scorecard outcomes
- Experience using sales technology, CRM tools, dashboards, reporting, and analytics to inspect pipeline health, identify trends, and improve team performance
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range
$102,700.00 - $231,100.00The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.
Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!
Equal Opportunity
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
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:
Three medical plans which include
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 observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
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
Learn more about our benefit offerings on our BENEFITS & WELLBEING page
Skills Required
- High school diploma or GED
- Minimum 5 years of sales leadership experience 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% within a region
- Strong technical writing skills
- Bachelor's degree from an accredited college or university
- Knowledge of C.H. Robinson's carrier and customer-facing business, including pricing strategies, reporting, and analytics
- Experience managing financials for a business segment
- Ability to understand and communicate financial metrics, including P&L, and apply financial and operational data to business decisions
- Ability to work independently to manage sales growth
- Experience consulting with multiple internal and external stakeholders across organizational levels
- Strong written and verbal communication skills, including presentation proficiency
- Negotiation, collaboration, relationship-building, and influencing skills
- Ability to work in a matrixed environment
- Proficiency in Microsoft Office Suite
- Commitment to a diverse and inclusive work environment
C.H. Robinson Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about C.H. Robinson and has not been reviewed or approved by C.H. Robinson.
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Healthcare Strength — Comprehensive medical, dental, vision, life, disability, and mental health coverage is offered alongside FSAs and employer HSA contributions. Feedback suggests health coverage is often viewed as strong and supportive of wellbeing.
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Retirement Support — A 401(k) with a dollar-for-dollar company match and an Employee Stock Purchase Plan strengthen long-term financial security. Additional offerings like performance bonuses and charitable matching further bolster the package.
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Leave & Time Off Breadth — Paid time off, paid holidays, sick time, volunteer time, and role-based FTO/PTO structures provide multiple avenues for rest and flexibility. Feedback suggests generous PTO and work-from-home options are valued by many employees.
C.H. Robinson Insights
What We Do
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With nearly $21 billion in freight under management and 19 million shipments annually, we are one of the world’s largest logistics platforms. 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 multi-modal transportation management system and expertise, we use our information advantage to deliver smarter solutions for our more than 105,000 customers and 73,000 contract carriers. 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 are also proud to contribute millions of dollars to support causes that matter to our company, our Foundation and our employees.
