C.H. Robinson

Account Manager – Eden Prairie – USA

Job Overview

Business Development

  • Builds credible and personalized relationships at multiple levels 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
  • Conducts regular business reviews to uncover new opportunities for growth, increase sales, and retain and grow the business
  • Stays informed of changes within the customers’ business, industry, and sector; applies that knowledge to identify new opportunities
  • Analyses and shares customer specific data insights, process requirements, and expectations with internal resources in order to collaboratively create viable supply chain solutions for customers
  • Uses effective negotiation and sales strategies in discussing pricing and selling solutions with the customer
  • Owns 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
  • 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, and technology
Customer Experience
  • Partners with operations and capacity/product/supply teams to ensure optimal execution in support of customer
  • Manages conflict and navigates difficult conversations with the customer, using tact and diplomacy
  • Targets and manages road map toward continuous improvement for their customers, in alignment to stakeholder priorities
  • Acts as an advocate for customers, internally conveying customer-specific needs across the organization to ensure proper alignment and prioritization of resources
  • Manages to customer performance expectations by ensuring quality execution against collaborating with internal partners to identify and resolve issues in a timely manner
Financial Accountability and Process Efficiency
  • Proactive review of financial results, volume, and service performance reports and reacts appropriately to create efficiencies
  • Accountable to adopt and apply new tools and processes that improve overall workflow
  • Regularly reviews AR dashboard and ensures timely action is taken with customers
  • Partners with sales team to onboard customer accounts, looks for ways to leverage automation, define expectations and timelines, and set plans for execution
  • Understands negotiated payment terms and ensures AR processes are adhered to
  • Other duties or responsibilities as assigned according to the team and/or country specific requirements
Truckload
  • Serves as the customer resource, delivering a positive customer experience through proactive communication, timely responses and applying the appropriate sense of urgency as situations dictate
  • Ensures quality expectations are met on all executed shipments
  • Ensures committed, awarded, priority and/or strategic freight moves in accordance with customer expectations by matching capacity to shipments
  • Takes ownership of strategic freight opportunities. Engages and aligns internal resources (account management, operations, leadership) to ensure alignment, resource prioritization and participation in strategic capacity solutions. Secures capacity and ensures optimal execution by creating and/or executing SOPs and adhering to best in class business processes and mutually agreed upon KPI’s
  • Provides day to day problem resolution; identifies issues, determines the best course of action, and implements solutions. Works closely with internal partners (account management, operations, or leadership) on shipment updates, problem resolution and/or operational execution
  • Executes customer workflows, preferences, and SOPs and applies this knowledge to create efficient, cost effective solutions for the customer
  • Ensures driver capacity meets specific load requirements by aligning multi-leg movements on Power+ fleet
  • Focuses on developing dedicated capacity to ensure we have supply ready to service growing volume across our dedicated network
  • Develops a deep understanding of carrier’s business, goals, preferences, capabilities, equipment, and expertise to maximize the relationship, capacity utilization and carrier satisfaction
  • Accountable for supporting, implementing, and reviewing carrier relationship strategies including fostering, retaining, and growing strategic carrier relationships

Qualifications

Required
  • High School diploma or GED
  • Minimum 2 years of previous sales and/or account management experience
Preferred
  • Bachelor’s degree from an accredited college or university
  • Strong analytical and problem-solving skills; ability to make data-driven decisions
  • Strong strategic orientation, relationship building, negotiation skills (ability to persuade, motivate and influence others), and business acumen
  • Ability to thrive under deadlines and work in a team environment, while also delivering independent results
  • Strong prioritization skills, multi-tasking skills, and works with a sense of urgency
  • Excellent verbal and written communication skills; must work effectively with all levels of management and employees
  • Proficient in Microsoft Office Suite of programs
  • 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

Your Health, Wealth and Self

Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:

  • Two medical plans (including a High Deductible Health Plan)
  • 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 and floating holidays
  • Paid time off (PTO)
  • 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

More Information

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C.H. Robinson

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