Senior Director, Commercial Excellence

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 outcomesTranslate market intelligence, competitive insights, pricing signals, customer data, and growth opportunities into actionable strategies that strengthen forecasting, business planning, pipeline coverage, and account growthDrive 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 teamsOwn CRM strategy, workflow design, data integrity, commercial technology investments, and the deployment of AI and digital tools that improve productivity, adoption, and commercial executionPartner 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 outcomesLead, 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 outcomesRequired Qualifications:Bachelor's Degree from an accredited college or universityMinimum 10 years of experience in commercial excellence, sales operations, revenue operations, commercial strategy, business operations, or a related functionMinimum 5 years of experience leading and managing teams, including leadership through managers or cross-functional leadersExperience leading strategy and execution for a function, business unit, or commercial capability with accountability for performance outcomes across multiple teams, departments, or regionsExperience 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 valuePreferred Qualifications:Experience leading commercial excellence, revenue operations, sales effectiveness, market intelligence, enablement, or similar commercial functionsExperience improving commercial operating models, including pipeline management, forecasting, sales processes, account growth strategies, performance metrics, and operating rhythmsExperience with CRM strategy, workflow design, user adoption, data integrity, and sales performance reportingExperience deploying digital tools, automation, or AI-enabled solutions to improve productivity, forecasting, and commercial executionExperience using market intelligence, competitive insights, pricing signals, customer feedback, win/loss analysis, and share-of-wallet data to inform growth strategies and decision makingValues a diverse and inclusive work environmentWe 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 - $393,800.00The 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 OpportunityC.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 BenefitsYour Health, Wealth and SelfYour 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 includePrescription drug coverageEnhanced Fertility benefitsFlexible Spending Accounts Health Savings Account (including employer contribution)Dental and VisionBasic and Supplemental Life InsuranceShort-Term and Long-Term Disability Paid observed holidays 2 paid floating holidays for U.S. hourly employeesFlexible 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 CanadaPaid parental leavePaid time off to volunteer in your communityCharitable Giving Match Program401(k) with 6% company matchingEmployee Stock Purchase PlanPlus a broad range of career development, networking, and team-building opportunitiesLearn more about our benefit offerings on our BENEFITS & WELLBEING pageSummaryLocation: Eden Prairie, MN United States of AmericaType: Full time