C.H. Robinson is seeking a Strategic Sales Executive – Digital Infrastructure to join our team. In this role you will be dedicated to developing and growing C.H. Robinson's presence within the Digital Infrastructure sector. You must possess demonstrated experience selling transportation and logistics solutions to organizations within the digital infrastructure ecosystem, including data center operators, hyperscalers, colocation providers, telecommunications companies, infrastructure contractors, technology manufacturers, and related service providers. To be successful in this role you will leverage industry expertise and established relationships to identify, develop, and close opportunities across truckload, LTL, expedited, short-haul, and other supply chain solutions supporting data center construction, expansion, maintenance, and operations.
This role may be based in any U.S. location.
Exceptional Earning Potential
This role offers significant upside for high performers. With a competitive base salary and incentive structure, top-performers have the potential to earn $500,000–$700,000+ in total annual compensation based on sales performance and achievement at target.
DUTIES AND RESPONSIBILITIES
The duties and responsibilities of this position consists of, but are not limited to, the following:
Growth:
- Serves as a subject matter expert on transportation and supply chain solutions supporting Digital Infrastructure construction, infrastructure deployment, technology refresh cycles, and ongoing operational logistics.
- Utilizes CRM, industry intelligence, and market insights to identify, prioritize, and pursue strategic opportunities within the Digital Infrastructure vertical.
- Establishes multiple contacts and builds relationships at high levels within prospects or existing customers; 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
- Generates revenue through the acquisition and expansion of targeted accounts within the Digital Infrastructure vertical.
- Develops relationships across the Digital Infrastructure ecosystem, including owners, operators, contractors, engineering firms, and technology manufacturers to identify transportation opportunities associated with construction projects, infrastructure deployments, and ongoing operations.
- Effectively executes strategic sales activities to meet or exceed annual revenue, growth, and pipeline objectives.
- Interprets how multiple factors effecting market conditions could impact a customer’s supply chain and will deliver a persuasive case for change
- Identifies the right pricing strategy through a clear understanding of the customer’s complex solution and CHR’s position within the customer’s supply chain
- Uses highly proficient knowledge of all service lines and modes to conduct an effective and thorough discovery call with customers
- Stays closely aligned to all relevant trends and developments within C.H. Robinson and the transportation industry which could impact current or prospective customers
- Collaborate with commercial resources from other (global) regions and service lines to facilitate cross selling opportunities
- Ensure won business is successfully implemented; manage the transition of new business into our account management stage (depending on deal structure)
- Maintain a visible presence within the Digital Infrastructure community through participation in relevant industry conferences, associations, trade shows, and customer events.
Solution Design:
- Builds and leads 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 and complex solution
- Manages conflict and navigates difficult conversations and can navigate matrix environments, 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
- 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
- Influences customers to leverage automation and increase process efficiency from day one of implementation
- Organizes and prioritizes opportunities utilizing sales management tools
- 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
- Assists in the development of any SOPs required to manage the customers’ business effectively
QUALIFICATIONS
Required:
- High School diploma or GED
- Minimum 6 years of consultative transportation sales experience, including demonstrable success selling transportation and logistics solutions to customers within the Digital Infrastructure, Data Center, Cloud, Telecommunications, Colocation, or related technology sectors.
- Demonstrated understanding of the Digital Infrastructure ecosystem, including data center operators, hyperscalers, cloud providers, telecommunications companies, engineering firms, contractors, and technology manufacturers.
- Ability to travel a minimum of 50% (domestically and/or internationally)
Preferred
- Bachelor’s degree from an accredited college or university
- Technical proficiency in MS Office
- Demonstrated negotiation and sales strategies experience
- Strong presentation and organizational skills
- Strong communication and interpersonal skills
- Proven ability to identify, gain entrance into, create and sell comprehensive tailored supply chain solutions to Directors, Vice Presidents and C level buyers
- Executive presence and executive relationship building skills
- Self-starter, able to think, plan, and act independently
- Strong ability to establish and manage relationships with varying levels of stakeholders
- Commercial and service oriented. Keen sense for business development
- 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
$77,000.00 - $173,600.00
The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including 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
