C.H. Robinson is seeking a Business Development Representative to join our Intermodal team. In this role you identify new opportunities within the Intermodal service line, and support the selling of creative solutions/services to drive growth through relationship building, problem solving, and providing exceptional service. You will be responsible for delivering customer commitments, resolving issues, driving continuous improvement and articulating customer value. You are responsible for the growth and retention of a customer portfolio or modal offering while also supporting new opportunities. You will use your knowledge of the customer’s business challenges and supply chain goals to develop tailored solutions, which deliver value and support the customer’s business.
This is a hybrid position with 4 days in-office in our Oakbrook Terrace, IL office.
DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consist of, but are not limited to, the following:
Strategy & Growth:
- Represents, develops, and enhances the brand
- Penetrates the assigned customer portfolio assigned, by making contacts and building relationships at multiple levels and in multiple departments within the account in partnership with account management, capacity, and/or service line teams.
- Conducts regular business reviews partnering with internal teams (ie, account management, capacity, service lines), leveraging internal analytics and market intelligence to gain customer insights, and understands positive and negative trends in data, to uncover new opportunities for growth, increase sales, and retain and grow the business by presenting solutions to help the customer win.
- Shares customer specific data, requirements and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers
- Reviews of financial, volume and service performance reports and makes adjustments (pricing, process, etc.) that create efficiencies and drive continuous improvement
- Uses effective negotiation and sales strategies in discussing pricing and selling solutions
- Stays informed of changes within the customers’ business, industry and sector through regular customer communication; applies that knowledge to identify new opportunities
Customer Service:
- Serves as the primary point of contact, delivering a positive customer experience through proactive communication, timely responses and by applying the appropriate sense of urgency as the situation dictates
- Manages conflict and navigates difficult conversations, using tact and diplomacy
- Collaborates and actively communicates with partners on the commercial/ account management/ capacity/product/supply team regarding customer needs, issues and solutions in order to meet customer expectations
- Builds trusting relationships by ensuring quality execution against expectations and collaborating with internal partners to identify and resolve issues in a timely manner
- Uses effective negotiation and sales strategies in discussing pricing and selling services.
- Partners with commercial, account management and customers to gather information on inbound & outbound needs, and offers tailored solutions based on the CHR platform in order to build customer relationships and win business
- Stays informed and may respond to customer inquiries and provide updates related to exception management to articulate actions being taken
Execution leading to Quality:
- Monitors order statuses and initiates corrective action when exceptions occur (verifying pricing, weights, delivery times, ship quantities, load information, etc.)
- Understands customer workflows, preferences and SOPs and applies this knowledge to create efficient, cost effective solutions for the customer
- Provides ongoing issue resolution through communication with the customer and offers options and alternative solutions in a timely manner
Process Efficiency:
- Leverages customer facing technology to ensure the right technology is matched to customer needs
- Organizes and prioritizes opportunities utilizing sales management tools such as opportunity management, Atmosphere
- Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
- Assists in the development of any SOPs required to manage the customers’ business effectively
Pricing:
- Collaborates in pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain
- Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
- Collaborates with RFP opportunities for customers within portfolio
QUALIFICATIONS
Required:
- High School Diploma or GED
- Minimum 2 years of previous sales experience
- Ability to travel internationally and domestically
Preferred:
- Bachelor’s Degree from an accredited college or university
- Demonstrated negotiation and sales strategies experience
- Decision making and multi-tasking skills
- Effective and flexible communication and interpersonal skills
- Driven, enthusiastic, resilient, agile and highly motivated
- Ability to thrive under deadlines and drive results,
- Attention to detail and analytical ability
- High comfort level with technology and the ability to quickly learn new systems
- Proficient in Microsoft Office Suite of programs
- Values a diverse and inclusive work environment
We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.
Compensation Range
$32.16 - $50.81
The base pay range displayed on the job posting reflects the minimum and maximum base pay for this specific location. Your individual base pay within this range is determined by job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.
Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!
Equal Opportunity
C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.
EOE\Disabled\Veteran
Benefits
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:
Three medical plans which include
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan
Plus a broad range of career development, networking, and team-building opportunities
Learn more about our benefit offerings on our BENEFITS & WELLBEING page
