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Senior Business Development Manager

C.H. Robinson

C.H. Robinson

Sales & Business Development
Plainfield, IN, USA
Posted on Saturday, November 18, 2023
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Senior Business Development Manager

Job ID
9955 AllPoints Parkway, Plainfield, Indiana, United States, 46168
Job TypeFull time

The Senior Business Development Manager is a consultant and subject matter expert that partners with the C.H. Robinson sales and account management teams, on the generation of new business and retention of existing business. Business Development Manager’s utilize their broad understanding of C.H. Robinson’s industry leading modes/services, technology, and business process to generate business growth and retain customers through the sale of diverse products and services. This role aligns and builds relationships with multiple senior level groups internal to C.H. Robinson, including, but not limited to sales, account management, GAC’s, the office network, Regional Sales Directors, Customer Shared Services, and the executive team to support the sales process for large and/or complex opportunities. Additionally, the Business Development Manager leverages their executive presence to lead and/or participate in strategic account discussions, contract, and pricing strategies both internally and externally.


Business Development:

  • Can confidently and effectively represent our digital solutions through a deep understanding of how to apply technology and analytics to customer strategy with clear alignment to value propositions

  • Leverages deep knowledge to coach and collaborate with network stakeholders on the solution and pipeline development of product, mode, or service line opportunities   

  • Conducts business reviews with senior leadership, leveraging internal and external data to gain customer insights, to uncover new opportunities for growth, increase sales, and retain and grow the business by presenting long-term strategic solutions to customers

  • Diagnoses opportunities, qualifies leads & develops business

  • Develops business by selling and closing opportunities in partnership with stakeholders

  • Markets respective mode/service to sales and account management teams through ongoing education

  • Drives growth and creates demand for the mode/service, which helps to ensure their respective region has a robust pipeline of customer opportunities

  • Seeks to understand the underlying challenges of the opportunity and design solutions that address the customer’s short and long-term needs

  • Designs and implements solutions for mode/service products and services. This includes partnering with internal pricing and capacity teams and being a liaison between the mode/service and network to create pricing models and strategies

  • Refines marketing strategy for respective mode/service regularly based on network feedback and external market trends

  • Continuously meet sales goals and KPIs

Consultation/Customer Service:

  • Builds and maintains an effective account management and sales strategy, inclusive of technology, resources, and optimization

  • Engages and leverages internal resources and leadership team members for complex logistics and supply chain issues

  • Ability to independently navigate and coach sales and account management through complex situations, continuous improvement, customer strategy

  • Builds trusting relationships by acting as an ambassador of the mode/service to the network, in addition to external customers and suppliers

  • Collaborates with management to proactively identify and/or resolve issues in a timely manner

  • Provides industry feedback to the network on trends, pressures, and competitive evaluation of key competitors in the marketplace 

  • Educates and consults with the sales and account management teams on the market factors that impact pricing for the mode/service

  • Educates the network on service line initiatives, vision and strategies 

  • Demonstrates or develops product and service capabilities and addresses detailed functional and technical questions

  • Responds to network inquiries on topics related to the industry, market trends and competitive intelligence for the mode/service

  • Represents deep subject matter expertise on all products and services within their area of expertise 

  • Understands how to leverage departments within the mode/service they support, other modal teams, and Customer Shared Services teams

  • Demonstrates high-level industry knowledge and expertise, able to speak to the competitive landscape, industry drivers, operational best practices, and pricing and solution design strategy

  • Other duties or responsibilities as assigned according to the team and/or country specific requirements



  • High School diploma or GED

  • Minimum 8 years of previous sales and/or account management experience

  • Ability to travel up to 40% (domestically)


  • Experience selling Less then Truckload services

  • Bachelor’s degree from an accredited college or university

  • Advanced proficiency in Microsoft Office Suite of programs

  • Proven ability to create and sell comprehensive solutions and service packages to all buying influences 

  • Demonstrated influencing, negotiation, collaboration, communication, and presentation skills 

  • Proven track record of delivering measurable financial results through sales or account management solutions

  • Strong strategic orientation, relationship building, negotiation skills and business acumen 

  • Strong technical understanding of C.H. Robinson, modes and services, and systems 

  • Proven ability to develop proposal presentations in Word or PowerPoint

  • Proven examples of using Excel for analysis and modeling

  • Values a diverse and inclusive work environment

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 


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 CULTUREpage.

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.

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