The Sales Executive is responsible for prospecting new customers and closing new core and strategic business within the small size segment. The Sales Executive is a highly competitive sales role requiring strong sales persuasion, growth-mindset and entrepreneur spirit. The Sales Executive understands the customer’s business challenges and supply chain goals and uses that information to generate demand and develop tailored solutions that deliver value and support the customer’s business. The Sales Executive drives automation by promoting opportunities where CHR technology solutions can add value and improve efficiencies within the customer’s supply chain.

LOCATION

Remote work opportunity, ideal for those living within or near the specified sales territory. Territory to consist of Harrisburg, PA, Baltimore, MD, Washington D.C., Syracuse, NY, and Buffalo, NY.

Ask yourself this. Are you on a solo sales mission every day that’s full of dead ends, little support, and tired technology? Walk away from that mission impossible and get back to what you’re passionate about- strategic, solution-based selling. You will be responsible for consulting new customers on how our industry-leading technology can deliver results and grow business.

We should mention, C.H. Robinson is one of the world’s largest logistics platforms. We’re a stable, successful Fortune 250 company fueled by our longstanding values, inclusive culture, and tech-savvy teams around the world. In this role, you will thrive in our team-based selling culture as you manage your aligned territory remotely or in person. You will have resources, training, and opportunities to grow your career and build relationships with leaders.

If this all sounds good, let’s talk more about the role:

HIGHLIGHTS:

• Competitive base plus uncapped commission

• Flexible schedule and work environment

• Ownership of entire sales cycle, from customer meeting- to agreement- to consultative partnership, you have control and build the relationships. Plus, you’ll have support from account management

• Excellent benefits including paid time off, paid holidays, volunteer time off, paid parental leave, 401(k) with 6% company match, charitable giving match, growth opportunities

• Inclusive, supportive environment where we value diversity and celebrate differences

RESPONSIBILITIES

Growth:

• Uses CRM to identify, call and track prospects in order to gain core and strategic customer opportunities
• Generates revenue and maintains a pipeline to meet or exceed net revenue goals and expectations
• Actively solicits and maintains a continually evolving real-time prospect list
• Effectively executes sales activities to meet or exceed daily, monthly or annual expectations
• Actively uses core commercial and solution-based approaches to selling
• Establishes multiple contacts and builds relationships at multiple levels and departments within prospects; developing advocates within a customer’s organization to strengthen relationships
• Understands market conditions and competitive landscape in order to provide efficient and effective modes of transportation solutions for the customer
• Understands and stays informed of the customers’ business, industry, and sector and applies that knowledge to identify opportunities and articulate where we can provide value within the customer’s supply chain
• Interprets and analyzes information to make decisions in a timely manner
• Reviews internal and customer data for quality and accuracy
• Interprets how multiple factors effecting market conditions could impact a customer’s supply chain and can deliver a persuasive case for change
• Identifies the right pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain
• Uses effective negotiation and sales strategies in discussing pricing and selling services with the customer
• Demonstrates competency to use tools available to evaluate prospects as both executable business and credit worthy
• Maintains a strong commercial presence in the local marketplace, participating or presenting at regional events, colleges, or associations

Solution Design:

• Ability to build a winning deal team using the appropriate internal resources; leading and collaborating with partners on the capacity/supply and account management teams to develop a tailored solution
• Partners with customers to gather information on their needs and offers tailored solutions based on the CHR platform to win business
• Manages conflict and navigates difficult conversations with customers or internal partners
• Builds and delivers proposals; tailoring each presentation to the customer

Process Efficiency:

• Leverages customer facing technology to ensure the right technology is matched to customer needs
• Influences customers to leverage automation and increase process efficiency from day one of implementation
• Collaborates and partners with Account Management teams to create and execute an implementation plan
• Organizes and prioritizes opportunities utilizing Atmosphere
• Negotiates appropriate payment terms and processes
• Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
• Other duties or responsibilities as assigned according to the team and/or country specific requirements

QUALIFICATIONS

Required:

• High School diploma or GED
• Minimum 1 year of previous sales experience
• Ability to travel up to 50%

Preferred:

• Bachelor’s degree from an accredited college or university
• Proficient in Microsoft Office Suite of programs
• Demonstrated negotiation and sales strategies experience
• Strong presentation and organizational skills
• Strong communication and interpersonal skills
• Values a diverse and inclusive work environment

Of course, for this to work, it needs to be a good match for you, too. In addition to our training program, benefits, and compensation package, C.H. Robinson offers an inclusive, supportive environment where diversity is valued, and our differences make us a stronger, more successful team.

If this sounds like the job for you, let’s talk! We can’t wait to hear from you.

Questioning if you meet the mark? Studies have shown that women and people of color may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building a diverse and 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 and Affirmative Action Employer

C.H. Robinson is proud to be an Equal Opportunity and Affirmative Action employer. We believe in equality for all and celebrate the diversity of our employees, customers and communities. We believe this increases creativity and innovation, drives business growth and enables engaged and thriving teams. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.

Affirmative Action Employer/EOE/M/F/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:

• Two medical plans (including a High Deductible Health Plan)

• 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 and floating holidays

• Paid time off (PTO)

• 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

Dig in to our full list of benefits on OUR CULTURE page.

Why Do You Belong at C.H. Robinson?

Standing out among the world’s largest logistics platforms, C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. For 100+ years, our global suite of services has innovated trade to seamlessly deliver the products and goods that drive the world’s economy. With 20 million shipments annually for 100,000 customers, and millions of dollars contributed to support causes that matter to us, our people and technology literally move the world.

As a FORTUNE 200 company, FORTUNE has also named C.H. Robinson one of the World’s Most Admired Companies 2022. Headquartered in Eden Prairie, Minnesota, we are proud to be recognized as one of LinkedIn’s Top Companies in Minneapolis-St. Paul 2021. And we’re not stopping there… Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world.