Leading a sales team to achieve aggressive growth targets, setting strategic and tactical sales directions, and establishing performance metrics. Driving revenue through personal efforts and team management, create and oversee sales processes, and help build and expand customer relationships. Supporting new business opportunities, executing a business plan, prioritizing resources, and managing performance evaluations. Hiring, training, coaching, and mentoring staff, with a focus on building a top-performing team, enhancing service offerings, and optimizing costs and profitability.

• Led a high performing sales team by leveraging situational leadership, performance analytics, and observations including field evaluations and pipeline reviews, along with prioritizing coaching and feedback sessions, and performance development plans• Possess a broad understanding of C.H. Robinson’s products, services, resources and technologies and leverages those appropriately to identify opportunities, drive sales growth with new and existing customers, and establish new supply chains and business models• Maintained quality touchpoints with customers and both internal and external networks to support sales growth• Utilized Customer Relationship Management technology and defined processes to support sales (i.e. Microsoft Dynamics, Salesforce.com, Monday.com, etc.) • Partnered with internal stakeholders (i.e. pricing analysts, solution design architect, capacity, account management, etc.) to ensure collaboration, quality execution, issue escalation and resolution, etc. to meet customer expectations• Possessed expert level knowledge of final mile, LTL, small parcel, reverse logistics, expedite, and direct store delivery service offerings, along with the competitive landscape, industry drivers, operational best practices• Supported customer business reviews to uncover new opportunities for growth by presenting Final Mile solutions to customers• Focused on uncovering the underlying challenges of the opportunity and design solutions that address the customer’s short and long-term needs• Designed and implemented solutions for Final Mile products and services. This includes partnering with internal pricing and capacity teams and being a liaison between Final Mile and network to create pricing models and strategies• Refined go-to-market strategy for Final Mile based on network feedback and external market trends while also providing internal stakeholders education on key Final Mile market factors and competitive intelligence

• Developed annual sales plan and collaborated on P&L and budget expectations in alignment to commercial sales growth objectives. Continuously monitored financial and business performance reports and analytics to ensure outcomes matched team efforts and adjusted accordingly• Utilized analytics to inform business decisions, optimize performance, and to leverage internal resources to improve results.• Led strategic goal planning with the sales team that resulted in increased employee buy-in and accountability to achieving success • Developed and coached salespeople in alignment with the organizational sales process including individual sales plans, pipeline review sessions, and deal team coordination • Established strategies to expand our client base and strengthen existing relationships• Partnered with commercial leadership on initiatives, projects and general management decisions• Collaborated with account management teams to ensure effective customer transition during implementation

• Sold to economic buyers and key stakeholders in order to secure new contractual and transactional business, promoting the benefits of outsource and consultative solutions• Completed several special projects including product recalls, OS&D shipments, and special handling under strict deadlines • Effective utilization of cross functional deal team members including but not limited to pricing analysts, implementation and assessment, procurement specialists, corporate resource team and legal on large scale customer projects• Developed multi-year strategy for customers through business plans, reviews, and other face-to-face customer strategy meetings with senior leadership• Executed customer KPIs through the use of SOPs and other account metrics• Drove daily and long-term pricing decisions with an overall responsibility towards operational results• Successfully led a team of 4 employees by clearly defining individual responsibilities, encouraging team collaboration and by providing one-on-one coaching and motivation as needed

• Gained access to key stakeholders• Qualified and initiated contact with potential customers at all level (C-level, V, D, and M)• Asked fact finding discovery questions to understand prospective customers to understand their business, uncover their problems, and identify impact areas• Sold full scope of business from transactional to strategic• Created a need based on a single and/or multiple decision makers• Understood who key decision makers are and their decision criteria• Determined the best approach to use with each decision maker

• Primarily responsible for executing the day to day business• Independently managed, serviced and grew customer relationships• Established new customer relationships and closed deals• Collaborated with team in forecasting, business planning, and strategy