Key Account Manager (On-Site)

Requirements

• Required:
• 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)
• Preferred:
• 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

Benefits

Additional Information

C.H. Robinson is seeking an On-Site Key Account Manager (KAM) to support one of our key customers. You will play a critical role in driving growth and deepening partnerships within your aligned account. Acting as the primary point of contact and trusted advisor, you will be responsible for uncovering new opportunities, creating demand, and delivering innovative, customer-centric solutions that align to evolving business needs. You will champion the customer internally, collaborating across teams and geographies to ensure seamless execution and continuous improvement. By leveraging a deep understanding of C.H. Robinson's industry-leading services, technology, and capabilities, you will strengthen relationships, maximize retention, and unlock new avenues for growth within this customer. This position will be based on-site at the customer location in the Greater Minneapolis area. 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

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