POSITION SUMMARY 

The Senior Sales Executive is responsible for prospecting new customers and closing new core and strategic business.  The Senior Sales Executive is a highly competitive sales role requiring strong sales persuasion, growth-mindset and entrepreneur spirit.  The Senior Sales Executive understands the customer’s business challenges and supply chain goals and uses that information to generate demand and develop tailored solutions that deliver value and support the customer’s business.  The Senior Sales Executive drives automation by promoting opportunities where CHR technology solutions can add value and improve efficiencies within the customer’s supply chain. 

DUTIES AND RESPONSIBILITIES 

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

Growth: 

• Uses CRM to identify, call and track prospects in order to gain core and strategic customer opportunities  
• Generates revenue and maintains a pipeline to meet or exceed net revenue goals and expectations  
• Actively solicits and maintains a balance between all sales gates; continually evolving real-time prospect list  
• Effectively executes sales activities to meet or exceed daily, monthly or annual expectations 
• Actively uses core commercial and solution-based approaches to selling 
• Establishes multiple contacts and builds relationships at multiple levels and departments within prospects; developing advocates within a customer’s organization to strengthen relationships 
• Understands and stays informed of the customers’ business, industry, and sector and applies that knowledge to identify opportunities, and articulate where we can provide value within the customer’s supply chain 
• Understands market conditions and competitive landscape in order to provide efficient and effective modes of transportation solutions for the customer 
• Interprets and analyzes information to make decisions in a timely manner 
• Reviews internal and customer data for quality and accuracy 
• Interprets how multiple factors effecting market conditions could impact a customer’s supply chain and can deliver a persuasive case for change  
• Identifies the right pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain   
• Uses effective negotiation and sales strategies in discussing pricing and selling services with the customer   
• Demonstrates competency to use tools available to evaluate prospects as both executable business and credit worthy 
• Maintain a strong commercial presence in the local marketplace, participating or presenting at regional events, colleges, or associations 

Solution Design: 

• Ability to build a winning deal team using the right internal resources; leading and collaborating with partners on the capacity/supply 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 

QUALIFICATIONS 

Required: 

• High School diploma or GED 
• Minimum 2 years of previous consultative sales experience 
• Ability to travel a minimum of 50% 
• Site Specific:  Fluent in Spanish and English (written and verbal) 

Preferred: 

• Bachelor’s degree from an accredited college or university 
• Proficient in Microsoft Office Suite of programs 
• Demonstrated negotiation and sales strategies experience 
• Strong presentation and organizational skills 
• Strong communication and interpersonal skills 
• Ability to think creatively and strategically 
• Strong ability to establish and manage relationships with varying levels of stakeholders  
• Values a diverse and inclusive work environment 

CH Robinson is an equal opportunity employer. All employment decisions are made without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, genetics, or disability.

Benefits

We offer a competitive benefits plan above the Mexican Labor Law. This includes life and medical insurance, a Wealth Accumulation Plan (Plan de Pensiones), an Employee Stock Purchase Plan, and among others, the opportunity to prosper in a Fortune 500 company.