C.H. Robinson is seeking a Senior Sales Executive in Tijuana to prospect and secure new core and strategic business. This role is ideal for someone with a competitive drive, strong sales persuasion skills, and an entrepreneurial mindset. The Senior Sales Executive will work closely with customers to understand their business challenges and supply chain goals, crafting tailored solutions that deliver value and drive efficiency. In addition, the role emphasizes promoting C.H. Robinson's technology solutions to enhance automation within customers' supply chains.
Duties and Responsibilities
Growth
- Utilize CRM to identify, contact, and track prospects to secure core and strategic opportunities.
- Generate revenue and maintain a robust pipeline to meet or exceed net revenue goals.
- Proactively solicit and maintain a balance across all sales gates, evolving a real-time prospect list.
- Execute sales activities to exceed daily, monthly, or annual expectations.
- Apply core commercial and solution-based approaches to selling.
- Build multiple relationships within prospect organizations, cultivating advocates across departments.
- Stay informed on customer businesses, industries, and sectors to identify opportunities and add value to their supply chains.
- Understand market conditions and competitive landscapes to offer effective transportation solutions.
- Analyze internal and customer data for quality and accuracy to make timely decisions.
- Identify pricing strategies based on customer buying habits and C.H. Robinson's position within their supply chain.
- Negotiate and employ effective sales strategies to discuss pricing and close deals.
- Establish a strong commercial presence in the local market through events, presentations, and associations.
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Solution Design
- Build and lead a tailored deal team by leveraging internal resources, including capacity/supply and account management teams.
- Collaborate with customers to gather information, offering tailored solutions based on the C.H. Robinson platform.
- Navigate conflicts and manage difficult conversations with customers or internal partners.
- Develop and deliver customized proposals and presentations.
Process Efficiency
- Promote customer-facing technology to match customer needs with automation solutions.
- Influence customers to adopt automation and streamline processes from the start of implementation.
- Collaborate with Account Management teams to ensure a smooth transition, including SOP development for effective relationship management.
- Organize and prioritize opportunities using internal tools like Atmosphere.
- Negotiate payment terms and leverage internal tools, including service line and pricing SMEs, to determine customer pricing strategies.
Other Duties
- Additional responsibilities as assigned, tailored to team or country-specific needs.
Required Qualifications
- Based in Tijuana.
- High school diploma or GED.
- Minimum of 2 years of consultative sales experience.
- Fluent in Spanish and English (written and verbal).
- Ability to travel a minimum of 50%.
Preferred Qualifications
- Bachelor's degree from an accredited college or university.
- Proficient in Microsoft Office Suite, particularly Excel.
- Demonstrated experience with negotiation and sales strategies.
- Strong presentation, organizational, and interpersonal skills.
- Creative and strategic thinker.
- Proven ability to establish and manage relationships with various stakeholders.
- Values diversity and inclusivity in the workplace.
Disclaimer
This job description is intended to describe the general nature and level of work being performed by employees assigned to this position. It is not intended to be an exhaustive list of all responsibilities, duties, or skills required. Duties and responsibilities may be subject to change based on the needs of the team or the organization.
CH Robinson is an equal opportunity employer. All employment decisions are made without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, genetics, or disability.
Benefits
We offer a competitive benefits plan above the Mexican Labor Law. This includes life and medical insurance, a Wealth Accumulation Plan (Plan de Pensiones), an Employee Stock Purchase Plan, and among others, the opportunity to prosper in a Fortune 500 company.