Global Key Account Manager

Röhlig Logistics•Mount Prospect, IL

3d•$70,000 - $100,000•Hybrid

About The Position

Röhlig USA is seeking a dynamic Global Key Account Manager to generate new business while strengthening and expanding existing customer relationships within our growing team. This role involves developing sales strategies, managing key accounts, leading tender processes, and ensuring customer satisfaction. The position requires a deep understanding of global logistics and freight forwarding, strong leadership, and excellent communication skills.

Requirements

Bachelor's degree in business administration/economics/marketing
10 years’ experience in the freight forwarding industry
Minimum 3 years freight forwarding apprenticeship (or equivalent)
Minimum 2 years freight forwarding abroad / Int’l work experience
Minimum 5 years combined experience and success in: Sales, Operations, Team management, Project management, Account management, Vendor management, Supply Chain Management
DG Certifications (IMDG / IATA / U.S. DOT)
Deep, comprehensive understanding of global logistics and air/sea freight forwarding markets.
Strong knowledge of Röhlig’s product portfolio and value proposition.
Willingness and ability to travel, including internationally.
Comfortable taking calculated risks; accountable and cost-conscious.
Analytical, strategic thinker with a long-term development mindset.
Innovative and solutions-oriented with strong customer problem-solving capability.
Reflective decision-maker committed to continuous learning.
Sets clear goals and drives alignment and commitment across teams.
Encourages personal development and challenges individuals to grow.
Recognizes effort, manages conflict effectively, and acts with urgency.
Decisive, empathetic, inspirational, and inclusive communicator.
Builds and leads diverse teams with resilience and determination.
Operates with high integrity.
Creative thinker adaptable to different work environments.
Encouraging, motivational, and capable of leading others effectively.
Strong negotiator with proactive problem-solving skills.
Reliable, results-oriented, and committed to positive project outcomes.
Exceptional relationship-building and teamwork skills.
High resilience, strong energy, and ability to meet deadlines under pressure.
Highly adaptable to change.
Skilled communicator with the ability to foster flexible work approaches.
Excellent networker focused on generating business and maintaining customer loyalty.
Responsible, organized, and efficient in project delivery.
Strong international mindset.
Fluent English (written and spoken) required.
Proficient in Microsoft Office (Excel, Word, PowerPoint, etc.).
Strong knowledge of CRM platforms.
Familiarity with SAP or other ERP systems, especially for reporting and analytics.
Strong working knowledge of CargoWise One.

Nice To Haves

Additional languages are a strong plus.

Responsibilities

Develop sales strategy for Röhlig’s product portfolio to secure, manage, and retain new global key account business.
Build and implement annual Strategy-to-action account plans to satisfy customer needs and create demand for new offers.
Identify and manage pipeline for potential global Platinum and Gold accounts to meet targeted growth.
Grow sales activities and achieve quotas by driving the sales process from start to finish.
Maximize opportunities by participating in customer planning processes and leading virtual account teams in building strategies for balanced growth and customer satisfaction.
Perform own sales activities on Gold & Platinum accounts according to global standards and meet individual sales budget (Generate leads, Perform sales calls/meetings, perform pre-sales activities, Close the sale, Record outcome of sales process).
Utilize sales & CRM tools for all pipeline and potential opportunities.
Ensure new Key account activities align with global and regional sales strategy.
Ensure compliance with relevant regulations and standards within the sales department.
Lead regional tender processes for Global Key Accounts, ensuring high quality and successful completion to win new business opportunities.
Assist and/or manage the successful completion of complex Global RFQ’s, RFI’s and RFP’s from start to finish.
Engage with global pricing teams to develop pricing models on tender projects and coordinate customer pricing templates/sheets.
Pro-active analysis of regional business development from a sales perspective with a yearly book of business review for ensuring profitable customers.
Ensure alignment of CRM compliance and sales processes with global standards.
Deliver customer satisfaction through timely resolution of customer quality issues and by delivering an exceptional experience.
Manage Global Key Accounts (Manage customer relationships, manage customer master data and contracts) and assign Existing KAM on each of the accounts.
Involvement with USA countries for sales budget & forecast, supporting sales management and guidance to local sales activities.
Develop and manage local marketing initiatives and sales campaigns in line with the regional marketing plan to support brand awareness and local sales.
Provide customized solutions that can fit the high demands of customers dealing with JIT (Just-In-Time) supply chains.
Conduct quarterly customer visits, including international visits as needed, for intensifying strategic dialogue and commitment.
Oversee all product services provided by agents and vendors within the Global Key Account network.
Serve as the primary point of contact for both new and existing vendors; maintain governance and ensure service quality.
Coordinate with internal and external partners to deliver seamless operational performance.
Negotiate customer rates while ensuring profitable outcomes for the company.
Strengthen relationship stability by expanding product offerings and building multi-level stakeholder relationships between GKAM and Röhlig USA.
Manage all account activities and engage cross-functional teams as needed.
Implement global standards for customer management across Platinum and Gold accounts, including implementation plans, SOPs, KPIs, and QBRs.
Develop and deliver annual budgets for the account portfolio, including strategic analysis, competitive insights, and planning for customer events.
Execute the global sales strategy at the regional level to achieve growth and GP targets.
Collaborate with Account Teams and key bid contributors to build customer- and competitor-informed bid strategies, ensuring participation from all necessary stakeholders.
Oversee bid governance, timelines, and deliverables to maximize quality and success.
Manage virtual bid teams across multiple geographies and functions (sales, marketing, product, finance, commercial, legal).
Ensure consistency, accuracy, and quality across all proposal content and documentation.
Contribute to written proposals in both content development and presentation.
Facilitate centralized communication, share account knowledge, and support both pre-sale and post-sale activities.
Lead qualification, approval, and internal process-driven steps required for major opportunities.
Provide risk assessments and mitigation strategies for bid submissions.
Support operational teams in implementing procedures for newly awarded or expanded business.
Maintain strong understanding of European logistics networks, with emphasis on Central/Eastern Europe and all transport modes.
Maintain strong working knowledge of U.S.–Mexico and U.S.–Canada bonded transport and cross-border operations.
Ensure implementation of SOPs/COPs related to invoicing, reporting, and business requirements.