The Account Manager - GF will manage a select group of small to mid-size accounts within the office or broader C.H. Robinson portfolio of business. They will build strong & trusted relationships with account leadership. They will be empowered to manage and grow existing accounts by bringing forth new services or modes and/or expanding on existing services offered, with a focus on increasing efficiency, adding value and maximizing profitability through the account’s supply chain. The Account Manager - GF identifies new opportunities within their portfolio, generates demand, and sells creative solutions/services to drive growth through relationship building, problem solving, and providing exceptional service.
Responsibilities:
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Retain and grow a customer portfolio of medium size client segment (N.A. account range ~ 40-60 accounts, EU account range ~15-30 accounts)
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Gather, analyze, and prepare relevant information for business reviews, QBRs and be an active participant
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Responsible for implementation of new business opportunities and account set-up compliance through drafting documentation, creating c-codes, liaising with CHR corporate entities for account creation, and developing CSOPs
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Develop account relationships with contacts at multiple levels within the organization
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Identify opportunities to further penetrate accounts by selling CHR’s diverse services
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Provide solution design through face-to-face interaction with accounts
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Bring pricing options & recommendations to account leadership
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Identify issues, seeking input from others to determine best course of action & implement solutions
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Manage customer expectations through the creation and utilization of SOPs, KPIs and other account specific metrics
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Contribute to the development and management of the annual account plan and budget. Provide updates to internal team in addition to reviewing on a quarterly basis & making adjustment as necessary
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Sell and negotiate at a core / strategic level
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Penetrates the account by making contacts and building relationships at multiple levels and in multiple departments within the account
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Establish and maintain relationships with day-to-day / weekly / monthly contacts
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Conducts regular business reviews, leveraging internal analytics and market intelligence to gain customer insights, and understands 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 the customer
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Consistently ensures execution of business through local Branch procedures
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Acts as an advocate for customers, internally conveying customer-specific needs across the organization, to ensure proper alignment and prioritization of resources
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Create / Review internal account metrics on a regular basis (weekly)
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Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
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Partners with operations and product/supply teams to ensure optimal execution through the use of SOPs, best in class business processes, and mutually agreed upon customer KPI’s
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Other duties or responsibilities as assigned according to the team and/or country specific requirements
Required Qualifications:
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High school diploma or GED
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Minimum 2 years of Global Forwarding experience or Account Management experience in the logistics industry or field. International is preferred
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Understanding HMRC procedures and regulations
Preferred Qualifications:
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Site Specific: Bachelor’s degree/Degree level education
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Excellent communication, presentation skills and the ability to negotiate at all levels
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Ability to work under pressure
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Proficient in Microsoft Office Suite of programs
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Ability to multi-task, prioritize, and manage time effectively
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Ability to build strong customer relationships
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Ability to work in a team environment, while also delivering independent results
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Strong ability to persuade, motivate, and influence others
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Self-driven, results - orientated individual with a positive outlook and clear focus on high quality and business profitability
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Strong orientation towards growth, sales relationship building, negotiation, and financial acumen, developing long-term relationships with customers
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Ability to develop a thorough understanding of CHRW’s service portfolio, business strategies and technology systems
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Site Specific: Working experience in a matrix organization
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Site Specific: Ability to speak multiple languages
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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.
Benefits
• EPF contribution 15%
• Group Health Insurance
• Flexible Benefit (Dental treatment or Optical purchase)
• Birthday Leave
What We Do
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With nearly $21 billion in freight under management and 19 million shipments annually, we are one of the world’s largest logistics platforms. 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 multi-modal transportation management system and expertise, we use our information advantage to deliver smarter solutions for our more than 105,000 customers and 73,000 contract carriers. 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 are also proud to contribute millions of dollars to support causes that matter to our company, our Foundation and our employees.
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