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