C.H. Robinson

C.H. Robinson

Senior Director, Commercial Excellence

Eden Prairie, MN United States of America · Director

Sponsorship not specified$226k-$394kDetected 15 days ago
CRMSalesAccount ManagementPipeline ManagementForecastingLeadership

About the role

  • Studies have shown that some individuals may be less likely to apply unless they match the job description exactly.
  • Equal Opportunity C.H. Robinson is proud to be an Equal Opportunity Employer.

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
  • 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
  • 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.
  • Here at C.H. Robinson, we're building an inclusive workplace where all employees feel they belong.
  • Plus a broad range of career development, networking, and team-building opportunities

Requirements

  • 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

Nice to have

  • 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

Skills

  • Your individual base pay within this range is determined by job-related skills, experience, and relevant education or training.

Compensation

  • $226,200.00 - $393,800.00
  • The 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.
  • details listed in this posting reflect the base pay only and do not include additional variable compensation.

Benefits

  • 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
  • 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

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
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