Senior Account Manager

C. H. Robinson is seeking a Senior Account Manager to join our global forwarding division. In this key position, you will be responsible for driving growth and maximizing a portfolio of mid to high net revenue and potential accounts. You will focus on growth, relationship, ops excellence, implementation, retention and work across cross-functional teams and geographies to support customer’s supply chain strategy.

At C.H. Robinson, we believe that in-person collaboration is key to driving innovation and achieving success. In this role, you will work on-site with your peers five days a week, fostering creativity and producing impactful results through face-to-face interactions. Experience the full benefits of teamwork and immediate collaboration in a vibrant and engaging workplace.

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

Business Development:

• Build credible and personalized relationships at multiple levels across functional departments within the customer supply chain

• Leverage network SMEs to collaborate on the solution and pipeline development of product, mode, or service line opportunities

• Expand 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

• Conduct 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 customer

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

• Own successful 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

• Analyze and share customer specific data, requirements, and expectations with internal resources to collaboratively create workable supply chain solutions for customers

• Consistently pursue personal development opportunities to expand understanding of Robinson’s modes, services, and technology

Customer Experience:

• Create and manage to Account SOP

• Manage conflict and navigate difficult conversations with the customer, using tact and diplomacy

• Target and manage road map toward continuous improvement for their customers

• Stay informed of changes within the customers’ business, industry, and sector; apply that knowledge to identify new opportunities

• Collaborate and actively communicate with partners with operations and product teams to identify strategic solutions for complex issues

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

• Manage to customer performance expectations by ensuring quality execution against collaborating with internal partners to identify and resolve issues in a timely manner

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

Efficiency & Financial Accountability:

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

• Identifie and implement solutions to champion process improvement and cost avoidance for the customer

• Understand negotiated payment terms and ensure AR processes are adhered to 

• Regularly review AR dashboard and ensure timely action is taken with customers

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

Required:

• High School Diploma or GED

• Minimum 6 years of Global Forwarding experience or Account Management experience in the logistics industry or field

Preferred:

• Bachelor’s Degree from an accredited college or university

• Excellent communication, presentation skills and the ability to negotiate at all levels

• Ability to work under pressure

• Proficient in Microsoft Office Suite of programs

• Ability to multi-task, prioritize, and manage time effectively

• Ability to build strong customer relationships

• Ability to work in a team environment, while also delivering independent results

• Strong ability to persuade, motivate, and influence others

• Self-driven, results - orientated individual with a positive outlook and clear focus on high quality and business profitability

• Strong orientation towards growth, sales relationship building, negotiation, and financial acumen, developing long-term relationships with customers

• Ability to develop a thorough understanding of CHRW’s service portfolio, business strategies and technology systems

• Values a diverse and inclusive work environment

C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.