The Senior Manager Project Logistics is part of the Project Logistics Senior Leadership team. The Senior Manager Project Logistics is responsible for the growth and retention of large Project Logistic Accounts. This role is responsible for driving continuous improvement and articulating customer value to support customer’s supply chain across multiple offices and geographies. Additionally, the Senior Manager Project Logistics is responsible for strategic business planning, financial management, process implementation and improvement, talent management, and oversight of functions to ensure that quality, growth and efficiency goals are met.

DUTIES AND RESPONSIBILITIES

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

Business Development:

• Uses strategic negotiation and sales strategies at the leadership level in discussing complex pricing and selling solutions with customers

• Subject matter expert in identifiable industries like Oil & Gas/Renewable Energy or a specific mode such as Air/Ocean Chartering or a designated region

• Lead and participate in Global deal teams

• Develops business by identifying and closing opportunities in partnership with the office network

• Markets the Project Logistic service line to our Domestic and Global Forwarding sales and account management teams through ongoing education

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

Consultation/Customer Service:

• Penetrates the account by making contacts and building relationships at multiple levels, including senior leadership, and in multiple departments within the account

• Conducts regular 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

• Interprets and uses internal/external data and market intelligence (indexes, research, etc.) along with customer information (articles, press, etc.) to provide customers with business insights, improve customer outcomes and grow the business

• Stays informed of changes within customers’ business, industry and sector through regular customer communication and applies that knowledge to identify new opportunities

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

• Responds to network inquiries on topics related to the industry, market trends and competitive intelligence for Project Logistics

• Works directly with the network to prioritize appropriate customer opportunities

• RFP Management includes reviewing and vetting documents, participating in and facilitating customer calls, assisting in capturing and communicating customer goals, needs and opportunities

• Coordinates information flow and global deal team communication, including internal strategy discussion and customer Q&A

• Works with our internal teams such as Solution Design and other service lines, creating deliverables aligned to meet customer goals:

  • Pricing

  • Executive Summary or RFI

  • Aid in response submittal, as needed

  • Build transport plans and method statements

• Manages contracts through partnering with the network, Legal and other internal resources:

  • Understands scope of relationship

  • Reviews agreements for initial red flags and provide edits

  • Directs customer interaction when needed to improve speed of process

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

Talent Management:

• Manages the performance and development of people leaders and their direct reports through both formal and informal performance management, coaching and feedback, mentoring and training and developmental tools

• Assesses, calibrates, and manages talent, leveraging analytics and observation to align roles and resources appropriately, focuses on and advocates for individual and team development, career pathing and succession planning

• Manages the team’s reward and recognition strategies, including appropriate and consistent compensation administration, planning cyclical bonus and/or commission payments, year-end compensation planning, periodic compensation adjustments as necessary, and implementing other general employee recognition activities

• Reviews employee engagement measures and implements action plans to improve culture, engagement, and collaboration

QUALIFICATIONS

Required:

• Bachelor’s Degree from an accredited college or university

• Minimum 20 years of project logistics experience

• Minimum 5 years of people management experience

Preferred:

• Freight forwarding experience (preferably project style cargo and breakbulk)

• Previous sales experience

• Ability to travel 40-60% of time (domestically and international)

• Strong decision making, critical thinking and problem-solving skills

• Excellent communication (both written and verbal) skills

• Ability to build and develop strong relationships and manage multiple internal and external stakeholders with competing priorities

• Strong customer orientation and customer focused service delivery

• Ability to adapt, learn and become proficient in multiple systems and detailed processes quickly

• Highly organized and detail-oriented with strong ability to prioritize with little direction

• Strong prioritization and time management skills

• Proven ability to thrive in a fast-paced and ever-changing environment

• Ability to manage tight deadlines and adapt to changing priorities

• Passion for providing exceptional service to internal and external customers

• Proficient in Microsoft Office Suite of programs

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

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

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

• 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.