Business Development Representative

The Business Development Representative is a role for Network-owned (controlled) business responsible for the growth and retention of a customer portfolio while also supporting new opportunities. The Business Development Representative identifies new opportunities within their portfolio, generates demand, and supports the selling of creative solutions/services to drive growth through relationship building, problem solving, and providing exceptional service. The BDR is responsible for delivering customer commitments, resolving issues, driving continuous improvement and articulating customer value. The BDR understands the customer’s business challenges and supply chain goals and uses that information to develop tailored solutions, which deliver value and support the customer’s business. Business Development Representatives utilize their broad understanding of C.H. Robinson’s industry leading modes/services, technology, and business process to retain and grow customers within their portfolio or the service line they represent.

**Responsibilities**:
**Strategy & Growt**h**:

- Represents, develops, and enhances the brand
- Penetrates the customer portfolio assigned, by making contacts and building relationships at multiple levels and in multiple departments within the account in partnership with commercial and account management teams.
- Conducts regular business reviews partnering with commercial and account management teams, leveraging internal analytics and market intelligence to gain customer insights, and understands positive and negative trends in data, to uncover new opportunities for growth, increase sales, and retain and grow the business by presenting strategic solutions to the customer
- Shares customer specific data, requirements and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers
- Shared review of financial, volume and service performance reports and makes adjustments (pricing, process, etc.) that create efficiencies and drive continuous improvement
- Uses effective negotiation and sales strategies in discussing pricing and selling solutions
- Stays informed of changes within the customers’ business, industry and sector through regular customer communication; applies that knowledge to identify new opportunities

**Customer Service**:

- Manages conflict and navigates difficult conversations, using tact and diplomacy
- Collaborates and actively communicates with partners on the commercial/ account management/ capacity/product/supply team regarding customer needs, issues and solutions in order to meet customer expectations
- Builds trusting relationships by ensuring quality execution against expectations and collaborating with internal partners to identify and resolve issues in a timely manner
- Uses effective negotiation and sales strategies in discussing pricing and selling services.
- Partners with commercial, account management and customers to gather information on inbound & outbound needs, and offers tailored solutions based on the CHR platform in order to build customer relationships and win business
- Stays informed and may responds to customer inquiries and provide updates related to exception management to articulate actions being taken

**Execution leading to Quality**:

- Monitors order statuses and initiates corrective action when exceptions occur (verifying pricing, weights, delivery times, ship quantities, load information, etc.)
- Understands customer workflows, preferences and SOPs and applies this knowledge to create efficient, cost effective solutions for the customer
- Provides ongoing issue resolution through communication with the customer and offers options and alternative solutions in a timely manner
- Ensures compliance for Mexico Go to Market Expectations

**Process Efficiency**:

- Leverages customer facing technology to ensure the right technology is matched to customer needs
- Organizes and prioritizes opportunities utilizing sales management tools such as opportunity management
- Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
- Assists in the development of any SOPs required to manage the customers’ business effectively

**Pricing**:

- Collaborates in pricing strategy through a clear understanding of customer buying habits and CHR’s position within the customer’s supply chain
- Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
- Collaborates with RFP opportunities for customers within portfolio
- Other duties or responsibilities as assigned according to the team and/or country specific requirements

**Required Qualifications**:

- Bachelor’s Degree from an accredited college or university
- Minimum 2 years of previous experience at CHRobinson
- Minimum 2 years in customer services (External)
- Ability to travel intern