Our main priority continues to be the health and safety of our employees. Due to the COVID-19 pandemic, this position will be remote until further notice. We will continue monitoring the circumstances and when we feel comfortable, this position will return to the office in the Montreal, Quebec where you will have an opportunity to collaborate face-to-face with a talented and diverse group of peers. 

The Account Executive role will be responsible for growing existing business as well as prospecting new customer opportunities. This role will be responsible for performing a variety of functions; increasing branch revenue by securing new business, developing existing house accounts with a measured cadence of customer contact, working with the client and pricing teams to ensure market competitiveness, enhancing revenue through process improvements and customer adhesion by cross-selling new products or services. 

Responsibilities:

• Retain and grow a customer portfolio
• Conduct monthly simple SWOT analysis and report key findings to management during monthly portfolio reviews
• Cultivate consultative, long-term relationships with contacts at varied levels, based on account complexity, with existing customers 
• Be in continuous contact with customers:
  • Calling and generating new business opportunities
  • Reassuring the customer that their business has been executed on
  • Meeting the customer where and how they want to buy
• Communicate with the customer on issues and trends which may impact the customer’s business, provide suggestions to improve results for the customer 
• Engage internal resources to present and align CH Robinson’s full menu of services and the corresponding benefits of each to the customer
• Conduct internal data analysis and pipeline reviews weekly with commercial team (Account Management, Sales, General Managers) 
• Educate clients on CHR tools and technology; identify opportunities where CHR solutions and reporting can increase client satisfaction and / or drive operational efficiency; ensure market competitive rates and timely market conditions and client advisories are communicated
• Assist sales executives and support sales campaigns by providing warm leads and supporting the sales cycle and onboarding of accounts where appropriate
• Document client activity through our Opportunity Management and MDM tools
• Ability to define, develop and document business processes (SOP’s) and procedures (KPI’s) with customers
• Prospect for new customers, drive new sales opportunities and close business primarily over the phone
• Collaborate with operations teams to implement new business
• Work with pricing department or carriers directly to secure pricing and submit pricing proposals to customers
• Oversee of Accounts Receivable

Required Qualifications:

• High School Diploma or GED
• Minimum of 1 year of experience in ocean, air, or brokerage
• Proficiency in French and English (written / spoken)

Preferred Qualifications:

• Commercial experience
• Experience in account management or outside sales where they managed a book of business and had to maintain a set target growth
• Bachelor’s Degree from an accredited college or university
• Passion for sales and building customer relationships
• Attention to detail and strong analytical skills
• Strong written, verbal, and presentation communication skills, including the ability to persuade, motivate and influence others 
• Ability to define, develop and document business processes and procedures
• Driven, enthusiastic, persistent, confident, highly motivated and results focused
• Values ​​a diverse and inclusive work environment

************************************************** ****************************

Our main priority remains the health and safety of our employees. Due to the COVID-19 pandemic, this position will be held remotely until further notice. We will continue to monitor the situation and when we are comfortable doing so, this position will return to the Montreal, Quebec office where you will have the opportunity to collaborate in person with a diverse group of talented peers.

The account manager will be responsible for growing existing business as well as prospecting to find new clients. He will be responsible for performing various functions: increasing branch revenues by acquiring new clients, leveraging existing non-commission accounts by communicating at a measured frequency with clients, working with client and pricing teams to ensure competition with the market, increase revenues by improving procedures and cross-sell new products or services to ensure customer buy-in.

Responsibilities:

• Preserve and expand a customer portfolio
• Perform simple strengths, weaknesses, opportunities and threats analyzes each month and report key findings during monthly portfolio reviews
• Maintain long-term consultative relationships with current client contacts at various levels, depending on account complexity
• To be in constant contact with customers:
• Contact and generate new business opportunities
• Confirm to the client that his operations have been executed
• Meet with customers where and how they want to shop
• Communicate with the client on issues and trends that may impact the client’s business and make suggestions to improve their results
• Involve internal resources to present all of CH Robinson’s services and the benefits of each and match them for the client
• Perform internal data analysis and industry review each week with the sales team (account management, sales, general managers)
• Inform clients of CHR tools and technology; identify opportunities where CHR solutions and reporting can increase customer satisfaction or result in operational efficiency; ensure that competitive market rates, timely market conditions and customer advisories are communicated
• Assist sales managers and support sales campaigns by providing leads and supporting the sales cycle and account integration as required
• Log client activity using our opportunity management tools and mobile devices
• Define, explain and document business procedures (standard operating procedures) and processes (key performance indicators) with clients
• Conduct prospecting to find new customers, foster new sales opportunities and close sales primarily over the phone
• Collaborate with operations teams to implement new clients
• Work with the Pricing Department or directly with carriers to obtain prices and submit price proposals to customers
• Supervise accounts receivable

Mandatory skills:

• High school diploma or general education
• At least one year of experience in the maritime or air sector, or in brokerage
• Fluency in French and English (written and spoken)

Preferred skills:

• Commercial experience
• Experience in account management or external sales requiring management of a volume of business and maintaining a targeted growth rate
• Bachelor’s degree from a recognized university or college
• Passion for selling and building customer relationships
• Thoroughness and excellent analytical skills
• Excellent written, verbal and presentation skills including the ability to persuade, motivate and influence others
• Ability to define, explain and document business procedures and processes
• Determined, enthusiastic, persevering, confident, highly motivated and results-oriented individual
• Recognition of the importance of a diverse and inclusive workplace
• Social advantages

Benefits

We offer excellent benefits including medical and dental insurance, prescription drug coverage, paid time off, disability insurance, life insurance, a retirement plan, Employee Stock Purchase Plan, and the opportunity to prosper in a Fortune 500 company.

About CH Robinson

From the produce you buy, to the water you drink, CH Robinson delivers products to people all around the globe. We are one of the world’s largest 3rd party logistic providers. Join our diverse team to innovate, solve problems, have fun and thrive.