C.H. Robinson is seeking a strategic and results-oriented Senior Director, Commercial Excellence to build and lead the capabilities, systems, processes, and insights that drive commercial performance across North American Surface Transportation (NAST). As the Senior Director, you will be responsible for building a high-performing commercial operating model that improves pipeline management, forecasting, productivity, revenue growth, and customer value. Critical to your success will be working closely with Sales, Account Management, Product, Marketing, Analytics, and HR, to ensure disciplined execution, cross-functional alignment, and measurable business outcomes while developing the capabilities that enable long-term commercial success.

Responsibilities

Owns the Commercial Excellence function across market intelligence, pipeline management, commercial enablement, implementation, tools, and execution while establishing standards, KPIs, scorecards, and operating rhythms that improve commercial performance and revenue outcomes Translate market intelligence, competitive insights, pricing signals, customer data, and growth opportunities into actionable strategies that strengthen forecasting, business planning, pipeline coverage, and account growth Drive pipeline health, sales effectiveness, forecast accuracy, deal quality, and win rates by enforcing disciplined execution, consistent processes, and data-driven decision making across sales and account management teams Own CRM strategy, workflow design, data integrity, commercial technology investments, and the deployment of AI and digital tools that improve productivity, adoption, and commercial execution Partner across Sales, Account Management, Marketing, Product, and Analytics to streamline workflows, align priorities, incorporate customer and market insights, and improve growth, deal velocity, and customer outcomes Lead, develop, and coach a high-performing team by setting clear expectations, building organizational capability, creating scalable ways of working, and ensuring alignment to business objectives and measurable outcomes Required

Qualifications

Bachelor's Degree from an accredited college or university Minimum 10 years of experience in commercial excellence, sales operations, revenue operations, commercial strategy, business operations, or a related function Minimum 5 years of experience leading and managing teams, including leadership through managers or cross-functional leaders

Experience

leading strategy and execution for a function, business unit, or commercial capability with accountability for performance outcomes across multiple teams, departments, or regions

Experience

leveraging data, performance metrics, KPIs, and business insights to improve commercial execution and deliver measurable business results such as revenue growth, pipeline health, forecast accuracy, productivity, win rates, or customer value

Preferred Qualifications

Experience

leading commercial excellence, revenue operations, sales effectiveness, market intelligence, enablement, or similar commercial functions

Experience

improving commercial operating models, including pipeline management, forecasting, sales processes, account growth strategies, performance metrics, and operating rhythms

Experience

with CRM strategy, workflow design, user adoption, data integrity, and sales performance reporting

Experience

deploying digital tools, automation, or AI-enabled solutions to improve productivity, forecasting, and commercial execution

Experience

using market intelligence, competitive insights, pricing signals, customer feedback, win/loss analysis, and share-of-wallet data to inform growth strategies and decision making 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 $226,200.00 - $393,800.00 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 Prescription drug coverage Enhanced Fertility benefits 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 Why Do You Belong at C.H. Robinson? C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world’s largest logistics platforms and rank in the FORTUNE 200. We’ve been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world’s economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers’ businesses. As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World’s Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes’ Best Employers for Diversity and one of America’s Greatest Workplaces in 2023 by Newsweek. Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at www.chrobinson.com.