National Sales Manager

At C.H. Robinson, we are looking for a National Sales Manager to lead our commercial strategy and sales execution across India.

This role will drive new business growth, build and develop a high-performing sales team, and strengthen our market presence by delivering customer-focused solutions and sustainable revenue growth.

The successful candidate will play a key role in shaping the future of the sales organization through strong leadership, strategic execution, and a focus on commercial excellence.

Responsibilities

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The duties and responsibilities of this position consists of, but are not limited to the following

Market Strategy and Execution

• Develop and execute country sales strategy and business plan to achieve new customer acquisition and commercial growth objectives
• Use customer, market, pipeline, and performance signals to identify growth opportunities, prioritize seller capacity and resources, address execution gaps, and adjust regional strategies.
• Lead transformation by redesigning sales workflows, driving adoption of AI-enabled capabilities, and evolving ways of working to improve seller productivity, decision-making, customer impact, and business outcomes.
• Drive country sales performance through disciplined execution, coaching, accountability, and continuous improvement

Sales Pipeline and Growth

• Drive opportunity creation through effective territory management, account prioritization, customer and market intelligence, and seller focus on high-value growth opportunities.
• Lead sales management routines, including opportunity reviews, field coaching, sales qualification frameworks such as MEDDIC, and sales process discipline, to improve pipeline quality, opportunity progression, and sales outcomes.
• Leverage technology, data, AI-enabled solutions, and performance insights to improve seller productivity, accelerate growth, and drive business results.
• Translate customer needs, market trends, and competitive insights into targeted growth strategies that focus sellers on the highest-value opportunities and improve customer outcomes.
• Apply a broad understanding of company solutions and resources while partnering cross-functionally to identify growth opportunities, develop differentiated customer solutions, and accelerate customer value creation through innovative approaches and evolving ways of working.

Business Performance and Forecasting

• Own country sales performance through achievement of new logo growth targets, team performance expectations, individual seller contribution, and key sales metrics.
• Analyze financial and sales performance trends, including pipeline generation, AGP results, and top-of-funnel activity, to optimize resources, adjust strategies, and drive growth.
• Develop sales forecasts and business performance insights to assess progress, identify risks and opportunities, and inform decision making.
• Allocate resources and prioritizes investments based on business performance, market opportunities, and growth objectives to maximize commercial results.

Talent Management \& Leadership

• Lead teams through ongoing change by building adaptability, reinforcing new expectations, driving adoption of AI-enabled ways of working, and helping sellers connect transformation efforts to customer and business outcomes.
• Build and develop high-performing sales teams through coaching, performance management, feedback, and development planning.
• Assess, calibrate, and develop talent to address capability gaps, support career growth, and build organizational capability.
• Create alignment by translating business priorities into clear expectations, fostering accountability, and enabling consistent execution across the team.
• Build strong cross-functional partnerships and leverages customer intelligence, data, AI-enabled insights, and diverse perspectives to influence decisions and support broader business objectives.

Required Qualifications

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• Bachelor's degree from an accredited college or university
• Minimum 5 years of sales leadership experience in international freight forwarding industry
• Minimum 3 years of direct or indirect people management experience
• Minimum 5 years of consultative sales experience with demonstrated success generating revenue, acquiring new customers, or driving business growth in a client facing role
• Proven ability to define and execute a regional or multi-location sales strategy
• Experience coaching sellers, managing performance, and driving accountability against sales goals and pipeline expectations
• Ability to travel up to 50% primarily within a region undefined

Preferred Qualifications

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• Experience using data, analytics, AI-enabled tools, or market intelligence to improve sales productivity, decision-making, and business outcomes.
• Demonstrated ability to lead teams through change, transformation, or evolving ways of working while maintaining focus on performance and customer outcomes.
• Strong knowledge of C.H. Robinson’s carrier and customer-facing business, including pricing strategies, reporting, analytics, and commercial growth levers
• Experience managing sales performance metrics, including new logo targets, pipeline generated, AGP, top-of-funnel activity, and Sales Scorecard outcomes
• Experience using sales technology, CRM tools, dashboards, reporting, and analytics to inspect pipeline health, identify trends, and improve team performance
• Experience applying sales methodologies, pipeline management routines, and opportunity inspection to improve sales execution and outcomes
• Experience consulting with multiple stakeholders across varying organizational levels, both internally and externally
• Strong written and verbal communication skills, including the ability to present clearly to internal and external audiences
• Demonstrated negotiation, collaboration, relationship-bu