Business Development Manager - LTL Mexico C.H. Robinson is seeking a motivated and innovative LTL Business Development Manager to play a key role in our continued success. As an LTL Business Development Manager, you'll be a key consultant and subject matter expert, collaborating closely with our sales and account management teams to drive new business generation and enhance existing business relationships, specifically focusing on Less-than-Truckload (LTL) and Consolidation. Your responsibilities will include aligning and cultivating relationships with internal teams, such as sales, account management, office network leadership, and other cross-functional groups, supporting the sales process for LTL and Consolidation. As a strategic player, you'll actively participate in account and solution strategy discussions, both internally and externally, seeking to understand challenges and designing solutions that address customers' short and long-term needs.
Apply today and take your career to the next level! At C.H. Robinson, we're firm believers in the power of in-person collaboration to fuel innovation and propel success. In this role, you will engage with peers on-site four days a week, igniting creativity and driving impactful results. With the flexibility for remote work one day a week, this role strikes the perfect balance between teamwork and autonomy.
Responsibilities:
Diagnose, qualify, and close business opportunities through collaborative efforts with the office and sales network
Drive growth and demand for LTL and Consolidation, maintaining a robust customer pipeline in your respective region
Design and implement solutions for LTL and Consolidation products, collaborating with internal pricing teams for effective strategies
Educate and market LTL and Consolidation services to sales and account management teams, ensuring ongoing awareness
Regularly refine sales strategy based on customer feedback and external market trends
Build trusting relationships as an ambassador for the service line, both internally and externally
Collaborate with management to identify and resolve issues promptly
Provide industry feedback on trends, pressures, and competitive intelligence to the network
Educate sales and account management teams on market factors influencing pricing
Communicate service line initiatives, vision, and strategies to the network
Demonstrate or develop product and service capabilities, addressing technical questions
Respond to network inquiries on industry topics, market trends, and competitive intelligence
Leverage collaboration between departments within the LTL service line, other modal teams, and network teams
Understands and advocates for the full capabilities of assigned contract carriers and actively works to leverage these services to the mutual benefit of the carrier, our customers and C.H. Robinson
Required Qualifications:
Bachelor's degree from an accredited college or university
4 years of previous sales, and/or account management experience
Extensive knowledge and proven expertise in the LTL sector, with a strong understanding of intra-Mexico, cross-border, and U.S. domestic market dynamics
Proven ability to create and sell comprehensive less-than-truckload (LTL) solutions and service packages to all buying influences
Ability to travel 25-40% internationally
Preferred Qualifications:
Technical proficiency in MS Office applications including Outlook, Word, PowerPoint, Excel, and Power BI
Demonstrated influencing, negotiation, collaboration, communication and presentation skills
Proven track record of delivering measurable financial results through sales or account management solutions
Strong strategic orientation, relationship building, negotiation skills and business acumen
Strong technical understanding of C.H. Robinson, modes and services, and systems
Proven ability to develop proposal presentations in Word or PowerPoint
Proven examples of using Excel for analysis and modeling
3+ years of professional experience in collaboration with an LTL carrier
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.
Why Do You Belong at C.H. Robinson?
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world's largest logistics platforms and rank in the FORTUNE 200. We've been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world's economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers' businesses. As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World's Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work by the Great Place to Work Institute, one of Forbes' Best Employers for Diversity and one of America's Greatest Workplaces in 2023 by Newsweek. Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at.
Business Development Manager - Mold Release Hoy
This job description should not be construed to include every function or responsibility that may arise. Successful candidates will perform tasks as assigned or as deemed necessary during day-to-day operations.
Summary:
The Business Development Manager (BDM) is responsible for driving profitable growth through strategic new business development, customer acquisition, and territory expansion within Mexico, Southern California, and LATAM. This role involves managing both direct accounts and distributor partnerships, with a focus on developing and converting new opportunities, expanding existing customer relationships, and increasing market share for high-value, specialty mold release agents under the DiamondKote and Crystal brands.
Reports to Sales Manager Mold Release/Stamping.
Core Responsibilities:
Responsible for total sales and profitable revenue growth of Mold Release products, including DiamondKote and Crystal brands, within the assigned territory of Mexico, Southern California, and LATAM, in alignment with the annual plan.
Build and maintain deep, multi-level relationships at end-user and distributor accounts through regular field visits, product trials, and technical demonstrations that support value-based selling and customer engagement; weekly and overnight travel is expected.
Act in accordance with all company policies and rules
Distribution Partners
Strategy: Develop and execute a strategic business development plan focused on driving new revenue organically through existing distributor locations within the assigned territory. Identify and negotiate contractual agreements to expand our distribution network in alignment with overall strategy objectives. Drive distributor objectives and sales plans to increase mindshare, and market coverage
Execution: Strengthen distributor performance through targeted product training, joint customer visits, top-to-bottom business reviews, and co-marketing initiatives. Support revenue-driving activities such as open houses, regional trade shows, and technical demonstrations to increase pipeline activity and sales conversion rates.
End User Customer
Strategy: Develop and execute a strategic growth plan targeting high-potential end users within the assigned territory. Leverage market intelligence and customer insights to uncover unmet needs, define value propositions, and prioritize opportunities for market penetration and customer expansion. Establish measurable goals around customer acquisition, account conversion rate, and revenue growth.
Execution: Drive new business by identifying product conversion opportunities, leading technical evaluations and product trials, and managing the full sales cycle through close. Track performance against KPIs such as number of new accounts opened, conversion success rate, and percentage growth in territory sales and margin contribution.
Education and Experience:
B.S. degree – in Chemical Engineering, Mechanical prefer. B.A in Business.
Or equivalent sales experience in technical high-value specialty chemicals.
Minimum of two (2) to ten (10) years’ experience in sales in a manufacturing environment.
Bi-lingual English and Spanish (required)
Proficient with computer skills, specifically in Microsoft Office programs (Word, Excel, Power Point) and Outlook. Strong written, verbal, and collaborative communication skills.
Strong listening and analytical skills to extract and interpret field sales information and translate into selling opportunities.
Proficient with CRM and SFDC platforms.
Initiative-taking and organized, demonstrating competence in working unsupervised day-to-day.
Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
Other Competencies/Specifications:
Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization such as operators, executives, suppliers, customers, etc.
Possess an entrepreneurial spirit with a proactive approach to identifying growth opportunities and driving key initiatives, while actively elevating ITW’s brand presence and awareness through professional networking in the assigned region.
Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
Able to effectively work with and through others in a collaborative environment.
Knowledge and experience in international business development and sales between Mexico, U.S. and LATAM requirements, currency conversion and business customs.
Must be able to travel 70% or more, including overnight; eligible to work in the United States and obtain a non-electronic driver’s license.
ITW Pro Brands is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration fo. r employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
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