Key Account Manager

C.H. Robinson•Oklahoma City, OK

About The Position

C.H. Robinson is seeking a high-impact Key Account Manager to lead and grow strategic accounts within the oil and gas industry. In this role you will own and expand complex customer relationships by uncovering new opportunities, delivering tailored supply chain solutions, and driving demand across a specialized portfolio. In this role you will act as a trusted advisor, leveraging data, technology, and deep industry insight to influence senior decision-makers and expand market share. You will collaborate across teams and geographies to ensure exceptional execution, continuous improvement, and long-term customer success in a dynamic, fast-paced environment. DUTIES AND RESPONSIBILITIES The duties and responsibilities of this position consists of, but are not limited to, the following: 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

Requirements

High School diploma or GED
Minimum 4 years of experience in sales and/or account management
Ability to travel up to 30% (domestically and internationally)
Fluent in Spanish and English (written and verbal)

Nice To Haves

Experience in the oil and gas industry
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
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
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

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