Key Account Manager

6 days ago

Shenzhen, Guangdong, China C.H. Robinson Full time
Job Summary

C.H. Robinson is seeking a highly skilled Key Account Manager to drive business growth and maximize retention of a portfolio of accounts in North Asia and South-East Asia. As a key member of our team, you will be responsible for creating demand, identifying new opportunities, and selling creative solutions aligned to customer needs.

Key Responsibilities
  • Business Development:
  • Develop and maintain credible relationships across functional departments within the customer supply chain.
  • Collaborate with internal SMEs to develop solutions and pipeline opportunities.
  • Drive an active opportunity pipeline and qualification process in CRM, and collaborate with additional resources to identify and drive market share expansion.
  • Conduct regular business reviews, leveraging internal data and market intelligence to gain customer insights and understand positive and negative trends in data.
  • Present strategic solutions to customers to uncover new opportunities for growth, increase sales, and retain and grow the business.
  • Use strategic negotiation and sales strategies at the management and director level to discuss complex pricing and selling solutions with customers.
  • Analyze and share customer-specific data, requirements, and expectations with internal resources to create viable supply chain solutions for customers.
  • Represent our digital solutions through a deep understanding of how to apply technology and analytics to customer strategy.
  • Apply 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.
  • Own 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 manage customer pricing strategy by leveraging internal tech, tools, and SMEs.
  • Consistently pursue personal development opportunities to expand understanding of Robinson's modes/services/products and technology.
  • Customer Experience:
  • Manage conflict and navigate difficult conversations with the customer, using tact and diplomacy.
  • Act as an advocate for customers, internally conveying their customer-specific needs across the organization, to ensure proper alignment and prioritization of resources.
  • Target and manage a roadmap toward continuous improvement for their customers, working directly with the account team to ensure exceptional service is delivered to C.H. Robinson customers.
  • Collaborate and actively communicate with partners on the capacity/product/supply team to identify strategic solutions for complex issues.
  • Engage internal leadership team members to ensure alignment, resource prioritization, and participation in account strategy.
  • Partner 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 KPIs.
  • Partner with sales teams to provide a 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:
  • Proactively review financial results, volume, and service performance reports and monitor and drive account health.
  • Identify and implement solutions to champion process improvement and cost avoidance for customers.
  • Understand negotiated payment terms and ensure AR processes are adhered to.
  • Regularly review AR dashboards and ensure timely action is taken with customers.
  • Other duties or responsibilities as assigned according to the team and/or country-specific requirements.
Required Qualifications
  • Bachelor's degree from an accredited college or university.
  • Minimum 4 years of experience in sales and/or account management.
  • Ability to travel up to 30% (domestically and internationally).
  • Fluent in English (written and verbal).
Preferred Qualifications
  • Supply chain knowledge.
  • 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.

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