Key Account Manager
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
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
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
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
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
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 http://www.chrobinson.com or view our company video.
Equal Opportunity Employer
C.H. Robinson - Affirmative Action Employer/EOE/M/F/Disabled/Veteran