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Key Account Manager

Job ID req13258
Address 1515 W. Webster Ave, Chicago, IL, United States, 60614

What’s the opportunity?

The key account manager will handle all aspects of the relationship between the customer and C.H. Robinson by serving as the primary point of contact to the customer. This position will be responsible for developing a deep understanding of the customer’s organizational needs and business objectives in order to create effective solutions that benefit both the customer and C.H. Robinson. This position will also be responsible for working across functions and leveraging the C.H. Robinson network to drive continuous improvements and opportunities to meet the budget needs of the region.  

What will you be doing?

Customer Relationship Management

  • Develop a deep understanding of customer’s current business, industry and supply chain

  • Stay abreast of customer’s current requirements and anticipate future needs

  • Forms relationships at varying levels and functions within the customer’s organization

  • Create effective solutions that will bring lasting value to the customer and C.H. Robinson

  • Conduct business reviews to identify ways to improve service and expand the business

Business Management

  • Drive account profitably through effective management of sales plan execution, supplier relationship management, A/R and A/P, claims, etc.

  • Apply financial analysis to evaluate strategic choices and identify trends, threats and opportunities

  • Negotiate beyond price and create profitable agreements between customer and C.H. Robinson

Sales Management

  • Identify opportunities to leverage C.H. Robinson’s full menu of services

  • Accurately forecast demand to the carrier and/or sourcing groups in order to plan capacity and supply

  • Stay abreast of competition and industry trends that may impact C.H. Robinson’s value proposition to the customer

  • Ensure execution of annual sales plan for account

Strategic Planning

  • Facilitate all aspects of the annual business planning process for account to include budget, business plan creation, scorecards and plan adjustments

  • Project necessary resources to efficiently manage overall business

  • Effectively manage and plan time to ensure both tactical and strategic opportunities are realized

  • Identify innovating, targeted solutions to satisfy customer’s short-term needs and long-term direction

Operations Management

  • Create thorough implementation plans, including account responsibilities, resource requirements, timeframes, and contingency plans

  • Effectively manage multiple demands and competing priorities to ensure account goals are achieved

  • Oversee daily operational activities and provide escalated support as necessary

  • Develop, communicate and implement SOPs as needed for customer specific requirements


  • Keep others in own organization well informed of account activities

  • Initiate regular and timely communication with customer contacts that focuses on both tactical and strategic issues

  • Conduct presentations as needed within the customer organization as well as own organization

What are we looking for?

  • At least 4 years previous sales and/or account management experience

  • 3+ years experience in freight forwarding, logistics and/or supply chain

  • Bachelor’s Degree

  • Ability to travel up to 25%

  • Strong written and oral communication skills

  • Excellent project management skills, including the ability to lead, facilitate, influence and organize

  • Good analytical, sales and negotiating skills with strong attention to detail

  • Keyboarding skills and computer literacy with spreadsheets, word processing, presentations and other related programs

  • Proven ability to demonstrate market knowledge, full knowledge of seasonality, buying and selling effectively 

  • Experience in preparing and negotiating customer contracts

  • Proven ability to generate and implement creative and innovative solutions to problems/opportunities 


We offer a competitive compensation package and excellent benefits including medical, dental, and vision insurance, prescription drug coverage, paid holidays and vacation, disability insurance, life insurance, 401K with company match, profit sharing, Employee Stock Purchase Plan, and the opportunity to prosper in a Fortune 500 company.

About C.H. Robinson

At C.H. Robinson, we believe in accelerating global trade to drive the world’s economy. Using the strengths of our people, processes and technology, we help our customers work smarter, not harder. As one of the world’s largest third-party logistics providers (3PL), we provide a broad portfolio of logistics services, fresh produce sourcing and Managed Services through our global network. In addition, the company, our Foundation and our employees contribute annually to a variety of organizations. Headquartered in Eden Prairie, Minnesota, C.H. Robinson (CHRW) is publicly traded on the NASDAQ. For more information, visit or view our company video.

Equal Opportunity Employer

C.H. Robinson - Affirmative Action Employer/EOE/M/F/Disabled/Veteran