The Key Account Manager (KAM) covers North Asia and South-East Asia scope and is responsible to drive growth and maximize retention of a portfolio of accounts.  The Key Account Manager creates demand, identifies new opportunities within their portfolio, and sells creative solutions aligned to the customer needs.  As the primary point of accountability, the Key Account Manager is responsible for customer advocacy, driving continuous improvement and collaborating to deliver on customer commitments across multiple teams and geographies. Key Account Managers utilize their broad understanding of C.H. Robinson’s (CHR’s) industry leading modes/services/products, technology, and business process to retain and grow customers within their portfolio through the sale of diverse products and services.

Responsibilities:

• Business Development:

• Accountable to elevate and expand credible relationships across functional departments within the customer supply chain

• Leverages network SME’s to collaborate on the solution and pipeline development of product, mode, or service line opportunities  

• Expands market share by driving an active opportunity pipeline and qualification process in CRM, and when applicable collaborate with additional resources to identify and drive market share expansion

• Conducts regular business reviews, leveraging internal data and market intelligence to gain customer insights, and understand 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 customers

• Uses strategic negotiation and sales strategies at the management and director level in discussing complex pricing and selling solutions with customers

• Analyzes and shares customer specific data, requirements and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers

• Can confidently and effectively represents our digital solutions through a deep understanding of how to apply technology and analytics to customer strategy

• Applies multi-faceted knowledge of market intelligence, customer information and internal data/intelligence to identify new opportunities, provide customers with business insights, and improve customer outcomes

• Owns account strategy including RFP, proposal, and award management through a clear understanding of customer buying habits and CHRs position within the customer’s supply chain

• Proactively manages customer pricing strategy by leveraging internal tech, tools and SMEs

• Consistently pursues personal development opportunities to expand understanding of Robinson’s modes/services/products and technology

• Customer Experience:

• Manages conflict and navigates difficult conversations with the customer, using tact and diplomacy

• Acts as an advocate for customers, internally conveying their customer-specific needs across the organization, to ensure proper alignment and prioritization of resources

• Targets and manages road map toward continuous improvement for their customers working directly with the account team to ensure exceptional service is delivered to C.H. Robinson customers

• Collaborates and actively communicates with partners on the capacity/product/supply team to identify strategic solutions for complex issues

• Engages internal leadership team members to ensure alignment, resource prioritization and participation in account strategy

• Partners with operations and capacity/product/supply teams to ensure optimal execution through the use of SOPs, best in class business processes, and mutually agreed upon customer KPI’s

• Partners with sales team to provide holistic plan for transition of customer accounts, define expectations and timelines, seek opportunities to leverage automation and set plans for execution

• Accountable to customer feedback, inclusive but not limited to NPS survey corrective response action planning

• Financial Accountability and Process Efficiency:

• Proactive review of financial results, volume, and service performance reports and to monitor and drive account health 

• Identifies and implements solutions to champion process improvement and cost avoidance for customer

• Understands negotiated payment terms and ensures AR processes are adhered to

• Regularly reviews AR dashboard and ensures timely action is taken with customers

• 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 4 years of experience in sales and/or account management

• Ability to travel up to 30% (domestically and internationally)

• Fluent in English (written and verbal)

Preferred Qualifications:

• Supply chain knowledge

• Proficient in Microsoft Office Suite of Programs

• Demonstrates and drives a data driven approach

• Demonstrated influencing, negotiation, collaboration, communication and presentation skills

• Proven track record of delivering measurable financial results through sales or account management solutions

• Values a diverse and inclusive work environment

Equal Opportunity and Affirmative Action Employer

C.H. Robinson is proud to be an Equal Opportunity and Affirmative Action employer. We believe in equality for all and celebrate the diversity of our employees, customers and communities. We believe this increases creativity and innovation, drives business growth and enables engaged and thriving teams.  We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.

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 additional company benefits plan that matter to you most, including life and medical insurance/ Critical illness, accident death and disability Insurance, Paid time off (PTO), Paid Sick Leave, Holiday Allowance and among others, the opportunity to prosper in a Fortune 500 company.

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 www.chrobinson.com.