Intermodal Key Account Manager - Lisle, IL
C.H. Robinson Worldwide, Inc - Lisle, IL

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Company Description

As a global provider of multimodal transportation and produce services we operate through a network of more than 10,500 talented employees in offices throughout North America, South America, Europe, Asia, and Australia. We are the largest third party logistics (3PL) company in North America, and our services extend to more than 42,000 customers globally. Through our performance-driven culture and our proven track record of success, weve built a strong reputation as an industry leader. Voted by Fortune Magazine as one of Americas Most Admired Companies,' C.H. Robinson is a great place to accelerate your career.
Position Description

We are seeking a highly motivated and effective Account Manager to join and contribute to a high performing team.
The key account manager will handle all aspects of the relationship between the customer and C.H. Robinson by serving as the primary point of contact to the customer. This position will be responsible for developing a deep understanding of the customers organizational needs and business objectives in order to create effective solutions that benefit both the customer and CHRW. This position will also be responsible for working across functions and leveraging the C.H. Robinson network of offices to drive continuous improvements and opportunities to meet the budget needs of their customer portfolio.
As a member of the Intermodal Key Account Management team, you will be responsible for overseeing a set of strategically aligned CHR Intermodal customers that contribute to the long-term success and sustainability of the division. In this role, you will be working with branches and customers across the country with limited geographic boundaries. Growth strategy is founded through identifying, managing, and implementing continuous improvement and/or revenue expansion opportunities with a few key customers with various levels of intermodal volume and spends. Compensation is driven by a blend of team and individual performance after a successful transition period of role and responsibilities has been outlined.

Customer Relationship Management
Develop a deep understanding of customers current business, their industry, and supply chain
Stay abreast of customers current requirements and anticipate future needs
Forms relationships at varying levels and functions within the customers organization
Create effective solutions that will bring lasting value to the customer and C.H. Robinson
Conduct business reviews to identify ways to improve service and expand the business
Business Management
Drive account profitably through effective management of sales plan execution, supplier relationships, A/R, A/P, claims, etc.
Apply financial analysis to evaluate strategic choices and identify trends, threats and opportunities to their business
Negotiate beyond price and create profitable agreements between the customer and C.H. Robinson
Sales Management
Identify opportunities to leverage C.H. Robinsons full menu of services
Accurately forecast demand to the carrier and/or sourcing groups in order to plan capacity and supply
Stay abreast of competition and industry trends that may impact C.H. Robinsons value proposition to the customer
Ensure execution of annual sales plan for account
Strategic Planning
Facilitate all aspects of the annual business planning process for accounts: their budget, business plan, scorecards and plan adjustments
Project and arrange necessary resources to efficiently manage overall business unit
Effectively manage and plan time to ensure both tactical and strategic opportunities are identified and executed
Identify innovating, targeted solutions to satisfy customers short-term needs and long-term direction
Operations Management
Create thorough implementation plans, including account responsibilities, resource requirements, timeframes, and contingency plans
Effectively manage multiple demands and competing priorities to ensure account goals are achieved
Oversee daily operational activities and provide escalated support as necessary
Develop, communicate, and implement SOPs as needed for customer specific requirements
Keep others in own organization well informed of account activities
Initiate regular and timely communication with customer contacts that focus on both tactical and strategic issues
Conduct presentations as needed within the customer organization and own organization

Required Qualifications:
At least 2+ years of successful customer sales and/or customer relationship management
Bachelors degree
Strong strategic orientation, relationship building, and business acumen
Excellent communication and presentation skills (written and oral, including MS Office Suite)
Strong work ethic, self-motivated and enthusiastic
Excellent project management skills, including the ability to lead, facilitate, influence and organize
Good analytical, sales and negotiating skills with strong attention to detail
Logistical background of various service offerings, the competitive landscape, and industry
Ability to work independently but as part of a team to reach a common goal
Experience in preparing and negotiating customer contracts
Proven ability to generate and implement creative and innovative solutions to problems/opportunities

We offer excellent benefits including medical, dental, and vision insurance, prescription drug coverage, paid holidays and vacation, disability insurance, life insurance, 401K with company match, profit sharing, Employee Stock Purchase Plan, and the opportunity to prosper in a growing Fortune 500 company.
Equal Opportunity Employer

C.H. Robinson Equal Opportunity / Affirmative Action Employer

About this company
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