C.H. Robinson

Business Development Manager – Eden Prairie – USA

Job Overview

Responsibilities

Business Development 
  • Diagnoses opportunities qualifies leads & develops business
  • Develops business by selling and closing opportunities in partnership with the office network
  • 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 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
Consultation/Customer Service 
  • 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
  • Understands how to leverage departments within the mode/service they support, other modal teams, and Customer Shared Services teams
  • Other duties or responsibilities as assigned according to the team and/or country specific requirements

Qualifications

Required
  • Bachelor’s degree from an accredited college or university
  • 4+ years previous sales, operations and/or account management experience
  • 2+ years previous parcel experience
  • Ability to travel 25-40% domestically
Preferred
  • Demonstrated experience in parcel sales
  • Technical proficiency in MS Office
  • Proven ability to create and sell comprehensive solutions and service packages to all buying influence
  • 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 modelling

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