Key Account Manager

C.H. Robinson•Medley, FL

About The Position

The Key Account Manager (KAM) 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.

Requirements

High School diploma or GED
Minimum 4 years of experience in sales and/or account management
Ability to travel up to 30%

Nice To Haves

Supply chain knowledge
Bachelor’s degree from an accredited college or university
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

Responsibilities

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

Benefits

Three medical plans which include Prescription drug coverage
Enhanced Fertility benefits
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps.
Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan
Plus a broad range of career development, networking, and team-building opportunities