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Senior Manager - Business Development

C.H. Robinson

C.H. Robinson

Sales & Business Development
Chennai, Tamil Nadu, India
Posted on Tuesday, July 2, 2024
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Senior Manager - Business Development

Job ID
Ground Floor, Pottipatti Plaza, Chennai, Tamil Nadu, India, 600034
Job TypeFull time

The purpose of the Senior Sales Executive - GF role is to grow the Global Forwarding (International Air, Ocean & Rail) services by securing new profitable and sustainable customers for the Branch/Area. Our Senior Sales Executives are driven to succeed, thrive in a fast-paced environment, and are excellent relationship-builders. They will directly generate revenue and drive new business by managing face-to-face sales meetings, presenting recommendations for supply chain improvements, and closing the sales. They will be selling for the industry leader, backed by people, processes, and technology that are second to none.


The duties and responsibilities of this position consists of, but are not limited to, the following:

  • Manages customer interactions including fostering relationships, making customer calls and closing deals

  • Uses CRM to identify, call and track prospects in order to gain core and strategic customer opportunities

  • Visits customers and potential clients within assigned territory 3-to-4 days per week

  • Collaborates with manager to ensure alignment with branch strategies in forecasting, business planning, and pipeline development

  • Demonstrates solid decision-making skills and ability to prioritize ever-changing daily tasks

  • Effectively executes sales activities to meet or exceed daily, monthly or annual expectations

  • Works closely with other internal departments to ensure a seamless and positive customer experience

  • Consults with several levels of decision-makers and buying influences to understand customers’ business challenges and supply chain goals

  • Ability to develop tailored solutions that deliver value and support the customer’s business strategy

  • Senior Sales Executive is expected to bring own contribution to the regional team, not only by consistently achieving your new net revenue targets, but also by sharing opinions and ideas, as well as best practices, in order to support the success of the entire sales team and the Branch they work with

  • Prospects, plans, and conducts face to face visits with new prospective customers within Branch territory

  • Interprets how multiple factors effecting market conditions could impact a customer’s supply chain and can deliver a persuasive case for change

  • Maintains & updates (minimum weekly) our CRM system

  • Maintains a strong commercial presence in the local marketplace, participating or presenting at regional events

  • Remains engaged with customers to maintain relationship and ensure ongoing success of accounts in collaboration with local assigned Account Executive/Account Manager

  • Follows up and respond to sales leads generated by overseas offices or assigned by your Sales Manager

  • Attends training sessions created to enhance relevant knowledge and skills

  • Co-ordinates quotes with your Sales Coordinator (where applicable) and facilitate the transition of new customers to the local Account Executive/Account Manager

Solution Design:

  • Ability to build a winning deal team using the right internal resources; leading and collaborating with International Air, Ocean & Rail 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 to effectively transition relationship management duties; assists in the development of any SOPs required to manage the customers’ business effectively

  • Use multiple media platforms to drive relationships forward and is comfortable with in-person or phone-based conversations

  • 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



  • Bachelor’s degree from an accredited college or university

  • Minimum 4 years of operations experience from a freight forwarder or outside sales experience

  • Willingness to travel within assigned territory, minimum 3-4 days per week

  • Site Specific: Fluent in English


  • Advanced knowledge of logistical concepts and supply chain terminology

  • Excellent communication and presentation skills

  • Ability to multi-task, prioritize, and manage time effectively

  • Strong attention to detail

  • Strong ability to persuade, motivate, and influence others

  • Self-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitability

  • Keen sense for business development with a clear “hunter” mentality

  • Develop and maintain strong inter-company relationships

  • Proficient in Microsoft Office Suite of programs

  • Values a diverse and inclusive work environment

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:

  • Group Mediclaim Policy (GMC)

  • Group Personal Accident (GPA) policy

  • Covid-19 related coverage and reimbursement

  • Employee State Insurance Corporation (ESIC)

  • Group Term Life (GTL) Insurance Plan for employees

  • Employee Stock Purchase Plan (ESPP)

  • Investment Declaration & Flexi Benefit Plan

  • Variable Pay based on position

  • Flexible work arrangements

  • Paid Privilege, Casual and Sick Leaves

  • Paid Maternity & Paternity Leaves

  • Paid Compassionate Leaves

  • Paid Public Holidays

  • Paid time off to vote

  • Reward & Recognition Program

  • Wedding Allowance

  • Special Mobility Assistance

  • Employee Wellness Initiatives

  • Plus a broad range of career development, networking, and team-building opportunities

Equal Opportunity Statement

C.H. Robinson recognizes the value of equal employment opportunity and is committed to promoting fairness, equity and diversity in the workplace. As an equal opportunity employer, we may invite you to complete the voluntary self-identification. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment, Any information provided will be kept confidential, and separate from your employment application. This information may be used for diversity reporting purposes in accordance with applicable local law.

Why Do You Belong at C.H. Robinson?

C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world’s largest logistics platforms and rank in the FORTUNE 200. We’ve been an innovator in logistics for over 100 years. 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 multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. 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 contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World’s Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes’ Best Employers for Diversity and one of America’s Greatest Workplaces in 2023 by Newsweek. 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. For more information, visit us at www.chrobinson.com.

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