The purpose of this 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.
Responsibilities: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 by consistently achieving new net revenue targets, sharing opinions and ideas, and supporting the success of the entire sales team and the Branch
Prospects, plans, and conducts face-to-face visits with new prospective customers within Branch territory
Interprets how multiple factors affecting 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 relationships and ensure ongoing success of accounts in collaboration with local assigned Account Executive/Account Manager
Follows up and responds to sales leads generated by overseas offices or assigned by your Sales Manager
Attends training sessions created to enhance relevant knowledge and skills
Coordinates quotes with your Sales Coordinator (where applicable) and facilitates 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
Uses 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
Required Qualifications:High school diploma or GED
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
Fluent in English
Preferred Qualifications:Bachelor's degree from an accredited college or university
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-oriented 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
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.
Benefits
• EPF contribution 15%
• Group Health Insurance
• Flexible Benefit (Dental treatment or Optical purchase)
• Birthday Leave#J-18808-Ljbffr