At C.H. Robinson, we are looking for a National Sales Manager to lead our commercial strategy and sales execution across India.
This role will drive new business growth, build and develop a high-performing sales team, and strengthen our market presence by delivering customer-focused solutions and sustainable revenue growth.
The successful candidate will play a key role in shaping the future of the sales organization through strong leadership, strategic execution, and a focus on commercial excellence.
Responsibilities:
The duties and responsibilities of this position consists of, but are not limited to the following:
Market Strategy and Execution:
- Develop and execute country sales strategy and business plan to achieve new customer acquisition and commercial growth objectives
- Use customer, market, pipeline, and performance signals to identify growth opportunities, prioritize seller capacity and resources, address execution gaps, and adjust regional strategies.
- Lead transformation by redesigning sales workflows, driving adoption of AI-enabled capabilities, and evolving ways of working to improve seller productivity, decision-making, customer impact, and business outcomes.
- Drive country sales performance through disciplined execution, coaching, accountability, and continuous improvement
Sales Pipeline and Growth:
- Drive opportunity creation through effective territory management, account prioritization, customer and market intelligence, and seller focus on high-value growth opportunities.
- Lead sales management routines, including opportunity reviews, field coaching, sales qualification frameworks such as MEDDIC, and sales process discipline, to improve pipeline quality, opportunity progression, and sales outcomes.
- Leverage technology, data, AI-enabled solutions, and performance insights to improve seller productivity, accelerate growth, and drive business results.
- Translate customer needs, market trends, and competitive insights into targeted growth strategies that focus sellers on the highest-value opportunities and improve customer outcomes.
- Apply a broad understanding of company solutions and resources while partnering cross-functionally to identify growth opportunities, develop differentiated customer solutions, and accelerate customer value creation through innovative approaches and evolving ways of working.
Business Performance and Forecasting:
- Own country sales performance through achievement of new logo growth targets, team performance expectations, individual seller contribution, and key sales metrics.
- Analyze financial and sales performance trends, including pipeline generation, AGP results, and top-of-funnel activity, to optimize resources, adjust strategies, and drive growth.
- Develop sales forecasts and business performance insights to assess progress, identify risks and opportunities, and inform decision making.
- Allocate resources and prioritizes investments based on business performance, market opportunities, and growth objectives to maximize commercial results.
Talent Management & Leadership:
- Lead teams through ongoing change by building adaptability, reinforcing new expectations, driving adoption of AI-enabled ways of working, and helping sellers connect transformation efforts to customer and business outcomes.
- Build and develop high-performing sales teams through coaching, performance management, feedback, and development planning.
- Assess, calibrate, and develop talent to address capability gaps, support career growth, and build organizational capability.
- Create alignment by translating business priorities into clear expectations, fostering accountability, and enabling consistent execution across the team.
- Build strong cross-functional partnerships and leverages customer intelligence, data, AI-enabled insights, and diverse perspectives to influence decisions and support broader business objectives.
Required Qualifications:
- Bachelor's degree from an accredited college or university
- Minimum 5 years of sales leadership experience in international freight forwarding industry
- Minimum 3 years of direct or indirect people management experience
- Minimum 5 years of consultative sales experience with demonstrated success generating revenue, acquiring new customers, or driving business growth in a client facing role
- Proven ability to define and execute a regional or multi-location sales strategy
- Experience coaching sellers, managing performance, and driving accountability against sales goals and pipeline expectations
- Ability to travel up to 50% primarily within a region undefined
Preferred Qualifications:
- Experience using data, analytics, AI-enabled tools, or market intelligence to improve sales productivity, decision-making, and business outcomes.
- Demonstrated ability to lead teams through change, transformation, or evolving ways of working while maintaining focus on performance and customer outcomes.
- Strong knowledge of C.H. Robinson’s carrier and customer-facing business, including pricing strategies, reporting, analytics, and commercial growth levers
- Experience managing sales performance metrics, including new logo targets, pipeline generated, AGP, top-of-funnel activity, and Sales Scorecard outcomes
- Experience using sales technology, CRM tools, dashboards, reporting, and analytics to inspect pipeline health, identify trends, and improve team performance
- Experience applying sales methodologies, pipeline management routines, and opportunity inspection to improve sales execution and outcomes
- Experience consulting with multiple stakeholders across varying organizational levels, both internally and externally
- Strong written and verbal communication skills, including the ability to present clearly to internal and external audiences
- Demonstrated negotiation, collaboration, relationship-building, and influencing skills
- Ability to work effectively in a matrixed environment
- Demonstrated ability to coach, develop, and retain sales talent while building a culture of accountability and continuous improvement
- 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
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.
