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). As the Senior Director, you will be responsible for building a high-performing commercial operating model that improves pipeline management, forecasting, productivity, revenue growth, and customer value.
Critical to your success will be working closely with Sales, Account Management, Product, Marketing, Analytics, and HR, to ensure disciplined execution, cross-functional alignment, and measurable business outcomes while developing the capabilities that enable long-term commercial success.
Responsibilities:- Owns the Commercial Excellence function across market intelligence, pipeline management, commercial enablement, implementation, tools, and execution while establishing 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 a 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 business 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
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range
$226,200.00 - $393,800.00The base pay range displayed on the job posting reflects the minimum and maximum base pay for this specific location. Your individual base pay within this range is determined by 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
- 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 business results (revenue growth, pipeline health, forecast accuracy, productivity, win rates, 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
- Values 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.
