Manager Regional Sales

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