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C.H. Robinson

Director Regional


CH. Robinson is currently looking for a Director Regional, responsible for the German market.

As Director Regional, you will be responsible for leading the regional growth and advancement of the global forwarding service in addition to executing the EU Global Forwarding strategy within the assigned region. Additionally, you will have oversight for assigned branches and accountability for daily interaction with those General Managers and Regional Sales Managers. You will collaborate on personnel strategies, evaluating the use of key tools, reviewing key performance indicators, and managing the overall branch budgets.

As Director Regional, you will work with the executive team, global peer groups, employees within the region and managers to develop consistent processes that support operational excellence, sales growth, and long-term human capital development.

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This position may be located in one of C.H. Robinson's offices in Germany.


Talent Management:

  • Supports the growth of talent via performance and development through both formal and informal performance management
  • Identifies regional skill and development needs and collaborates with functional leadership and internal resources to address gaps
  • Assesses, calibrates, and manages talent, leveraging analytics and observation to align resources appropriately, focuses on and advocates for individual and team development, career pathing and succession planning
  • Manages the team's reward and recognition strategies, including appropriate and consistent compensation administration, planning cyclical bonus, year-end compensation planning, and implementing other general employee recognition activities
  • Reviews employee engagement measures and implements action plans to improve culture, engagement, and collaboration
  • Communicates strategic plan, organizational or regional initiatives, leading indicator KPI's, financial results, regional performance metrics to employees on a regular basis
  • Visibly leads and supports change management including active involvement in communication, implementation, and reinforcement

Financial Management:

  • Accountable for the financial performance of the region as measured by the P&L including revenue generation and expense management, including personnel-related costs, T&E, and general administrative expenses as well as collaborating to manage shared expenses
  • Responsible for the region's efficiency strategy, implementing automation and process improvement to maximize overall segment profitability
  • Monitors daily, monthly, quarterly reports and analytics to monitor budget impacting metrics (i.e. volume, sales, productivity, capacity, etc.) and adjusts regional strategy and resources accordingly

Strategic Business Planning and Management:

  • Collaborates with Regional Sales Manager to develop annual regional sales plan that aligns to new and existing commercial sales growth objectives
  • Defines and executes regional sales and growth strategy for new and existing customers, and actively manages and adjusts short and long-term plans as necessary
  • Drives improved business decision making by utilizing analytics; identifies analytic gaps and leverages organizational resources and both internal and external technology to help improve efficiency, productivity, and financial results
  • Builds, manages, and leverages internal relationships (i.e. pricing teams, solution design, Customer Shared Services) to ensure collaboration and maximize efficiencies and results
  • Develops strong knowledge of industry trends and market drivers related to modes, products, services, pricing, and sectors that may impact strategic planning or execution
  • Actively leads and/or participates in various industry, community, and campus activities to enhance the C.H. Robinson brand

Business Growth and Development:

  • Aligns regional resources to effectively execute sales and account growth strategies to achieve volume and revenue growth for the region
  • Develops key performance indicators ("KPIs") and reports against defined success metrics
  • Identifies high-potential and vulnerable customers and manages corresponding retention and growth plans
  • Promotes and drives cross-functional and cross-regional collaboration
  • Collaborates on opportunities to strengthen and maintain existing relationships with strategic customers
  • Leads a focused effort to improve business process and generate the adoption of best/standardized practices within Global Forwarding
  • Collaborates and influences leaders across EU Global Forwarding to prioritize and provide input into process improvements within their branches
  • Partners with internal stakeholders to ensure collaboration, quality execution, issue escalation and resolution, etc. to meet customer expectations
  • Actively interfaces with customers to present business opportunities, and maintain ongoing relationships
  • Possesses a broad understanding of C.H. Robinson's products, services, resources, and technologies and leverages those appropriately to identify opportunities, drive growth with new and existing customers, and establish new supply chains and business models
  • Other duties or responsibilities as assigned according to the team and/or country specific requirements



  • Minimum 10 years of Global Forwarding experience
  • Minimum of 5 years of direct people management experience
  • Proven ability to define a regional or multi-location sales strategy
  • Ability to travel up to 25-50% (primarily within a region)
  • Fluent in German and English (written and verbal)


  • Bachelor's degree from an accredited college or university
  • Strong knowledge of C.H. Robinson's carrier and customer-facing business, including pricing strategies, reporting and analytics
  • Experience managing financials for a business segment
  • Ability to understand and communicate financial metrics, including P & L and apply financial and operational data to make sound business decisions
  • Experience consulting with multiple stakeholders
  • Strong written and verbal communication skills, including proficiency presenting to both internal and external audiences
  • Demonstrated negotiation, collaboration, relationship building and influencing skills
  • Proficient in Microsoft Office Suite of programs
  • Values a diverse and inclusive work environment


  • International, diverse and dynamic environment
  • 29 vacation days
  • 13th month and annual bonus
  • Company pension scheme
  • Health insurance: employer contribution to your private VWL/Direktversicherung
  • Company car, laptop and mobile phone
  • Employee Assistance Program (includes free counselling and advice services, in-house trainings and activities on many different topics to support wellbeing)
  • Employee Stock Purchase Plan after one year of employment

Questioning if you meet the mark? Studies have shown that women and people of color may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we're building a diverse and 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!

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 2023-24 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

Job ID: robinson-R33904
Employment Type: Full Time