General Manager II - GF

The General Manager II provides oversight and has accountability for Talent Development, Commercial Growth, Product Development, Financial Management and Operational Quality within a branch or business location which is at a country level, medium sized relative to CHR Operations, and/or within multiple small to medium branches. The General Manager II coordinates, manages, and executes sales and operations to achieve strategic business and financial objectives and aligns to enterprise vision and goals. The General Manager II is responsible for strategic business planning to ensure that quality, growth, and efficiency goals are met.

DUTIES AND RESPONSIBILITIES

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

Strategic Business Planning and Management:

• Set, articulate, and lead branch or branches vision and direction

• Responsible for policy and strategy implementation that impacts short-term operational results (1 year or less)

• Collaborate with team to create and articulate strategic market plan annually (at minimum), and actively reviews, manages, and adjusts short and long-term plans as necessary

• Align strategic market plan to CHR’s strategic objectives

• Problems faced are difficult to moderately complex

• Drive improved business decision making by utilizing analytics; identify analytic gaps and leverage organizational resources and both internal and external technology to help improve efficiency, productivity, and financial results

• Design, implement, and review organizational structure to drive business objectives, efficiency and growth, including role definition, resource and headcount alignment, and adjustment/re-alignment as necessary 

• Build, manage, and leverage internal relationships to ensure collaboration, capacity alignment, consistency, quality, issue resolution, process and/or service improvements and to maximize efficiencies and results

• Responsible for annual workforce planning process, including forecasting resource needs, and partner with Talent Acquisition to establish a pipeline, recruit, select, and onboard qualified and diverse talent

Financial Management:

• Accountable for the financial performance at a country level, mid-size branch or branches based upon their adjusted gross profit and complexity of operations

• Set overall volume and margin expectations for each product that is aligned to sales expectation, customer/carrier growth, and/or commercial growth

• Responsible for expense management, including personnel-related costs (including overtime), T&E, and general administrative expenses

• Review and monitors daily, monthly, quarterly reports and analytics to:

  • Monitor performance metrics (i.e., quality, volume, employee productivity) 

  • Identify budget impacting metrics (i.e., volume, sales, productivity, etc.)

  • Adjusts business processes, strategy, and resources accordingly

• Communicate strategic plan, financial results, team/office performance metrics, and adjustments to strategy to employees on a regular basis

• Monitor the invoicing process and lags in billing and/or payment, and identifies and implements process improvements to increase efficiency

• Engage internal and external providers to conduct cost-benefit analysis, define service delivery standards and appropriate escalation channels, and ensure ongoing relationship oversight and routine process review

• Direct team on customer-related business decisions, including strategies for ongoing investment in customer business, pricing, acceptable loss rates, etc.

Business Growth and Development:

• Possess a broad understanding of C.H. Robinson’s products, services, resources and technologies and leverage those appropriately to work with the Commercial teams to:

  • Identify opportunities

  • Drive sales growth with new and existing customers

  • Establish new supply chains and business models

  • Optimize client solutions

• Seek opportunities to strengthen and maintain existing relationships with strategic customers. Analyze a defined set of customers’ businesses to identify strategic opportunities, manage challenges, and provide guidance to sales, account management, and operations teams 

• Drives best practices in sales and account management by leveraging and reinforcing C.H. Robinson’s tools and strategies to facilitate more strategic selling and account relationships by focusing on customer motivations and their desired outcomes

Talent Management:

• Manage the performance and development of direct and indirect reports through both formal and informal performance management, coaching and feedback, mentoring and training and developmental tools

• Assess, calibrate, and manage talent, leveraging analytics and observation to align roles and resources appropriately, focus on and advocate for individual and team development, career pathing and succession planning

• Manage the team’s reward and recognition strategies, including appropriate and consistent compensation administration, planning cyclical bonus and/or commission payments, year-end compensation planning, periodic compensation adjustments as necessary, and implementing other general employee recognition activities

• Review employee engagement measures and implement action plans to improve culture, engagement, and collaboration

General Management:

• Must represent CHR as legal representative to agencies, organizations, banks, ministries and other local, national, or regional private and government organizations

• Partner with legal and local counsel to oversee contract management, negotiate, understand, and discuss contracts with customers/carriers (as required)

• Oversee and adhere to workplace conduct, risk management and compliance practices including regulatory compliance (SOX), responding to internal audit requests, and implementing process changes as necessary

• Create, update, and implement business continuity plans, including risk assessment, customer and employee impacts, issues, and solutions, and clearly communicates to appropriate parties 

• Responsible for oversight of logistics and facilities management for the office or offices

• Ensure self and team acts with the highest ethical standards by setting and communicating expectations, adhering to internal trading policies to increase quality, service, and velocity

• Collaboratively work with others outside of own job area regarding policies, practices and procedures that influence and enhance the branch and company

• Cascade communications to employees across multiple locations as appropriate, including information on organizational or divisional initiatives, announcements, etc.

• Visibly lead and support change management including active involvement in communication, implementation, and reinforcement

• Actively lead and/or participate in various industry, community, and campus activities to enhance the C.H. Robinson brand

• Other duties or responsibilities as assigned according to the team and/or country specific requirements

QUALIFICATIONS

Required:

• University/Bachelor’s degree from an accredited college or university

• Minimum 7 years of people management experience

• Ability to travel up to 50% (domestically)

Preferred:

• Strong knowledge of C.H. Robinson’s carrier, commercial-facing and/or customer-facing business, including a solid understanding of CHR carrier focused analytics

• Experience managing financials for a business segment

• Ability to understand and communicate financial metrics, including P & L

• Demonstrated success generating revenue or business growth in a client-facing role with sales, account management, or carrier management experience

• Broad market and industry knowledge, and vertical expertise (if applicable)

• Experience managing cross-functional projects

• Proficiency presenting to both internal and external audiences

• Demonstrated negotiation, collaboration, and influencing skills

• Proficient in Microsoft Office Suite of programs

• Values a diverse and inclusive work environment

Your Health, Wealth, and Self

Your 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:

• Employee Insurance Benefits
• Variable Pay based on position
• Hybrid Work Model with Flexi Hours
• Paid time off to manage work-life balance
• Paid Maternity & Paternity Leaves
• Paid Public Holidays
• Reward & Recognition Program
• Special Mobility Assistance
• Employee Wellness Initiatives
• Plus a broad range of career development, networking, and team-building opportunities

Equal Opportunity Statement

C.H. Robinson recognizes the value of equal employment opportunity and is committed to promoting fairness, equity and diversity in the workplace. As an equal opportunity employer, we may invite you to complete the voluntary self-identification. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment, Any information provided will be kept confidential, and separate from your employment application. This information may be used for diversity reporting purposes in accordance with applicable local law.