As an Account Manager – Customs you will manage a select group of small to mid-size accounts within the office or broader CH Robinson portfolio of business. In this role, you will build strong & trusted relationships with account leadership. You will be empowered to manage existing accounts, with a focus on increasing efficiency, adding value, and maximizing profitability through the account’s supply chain. You will also identify new opportunities within your portfolio, generate demand, and sell creative solutions / services with a focus on customer retention through relationship building, problem solving, and providing exceptional service.

Responsibilities:

• Retain a customer portfolio of medium size client segment (NA account range ~ 40-60 accounts, EU account range ~ 15-30 accounts)
• Gather, analyze, and prepare relevant information for business reviews, QBRs and be an active participant
• Responsible for implementation of new business opportunities and account set-up compliance through drafting documentation, creating c-codes, liaising with CHR corporate entities for account creation, and developing CSOPs
• Develop account relationships with contacts at multiple levels within the organization
• Identify opportunities to further penetrate accounts by selling CHR’s various services
• Provide solution design through face-to-face interaction with accounts
• Bring pricing options & recommendations to account leadership
• Identify issues, seeking input from others to determine best course of action & implement solutions
• Manage customer expectations through the creation and utilization of SOPs, KPIs and other account specific metrics
• Contribute to the development and management of the annual account plan and budget. Provide updates to internal team in addition to reviewing on a quarterly basis & making adjustment as necessary  
• Penetrates the account by making contacts and building relationships at multiple levels and in multiple departments within the account
• Establish and maintain relationships with day-to-day / weekly / monthly contacts
• Conducts regular business reviews, leveraging internal analytics and market intelligence to gain customer insights, and understands positive and negative trends in data, to uncover new opportunities for growth, and retain the business by presenting strategic solutions to the customer
• Consistently ensures execution of business through local Branch procedures
• Acts as an advocate for customers, internally conveying customer-specific needs across the organization, to ensure proper alignment and prioritization of resources
• Create / Review internal account metrics on a regular basis (weekly)
• Uses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategy
• Partners with operations and product / supply teams to ensure optimal execution through the use of SOPs, best in class business processes, and mutually agreed upon customer KPI’s
• Other duties or responsibilities as assigned according to the team and / or country specific requirements

Required Qualifications:

• High school diploma or GED
• Minimum 2 years of Global Forwarding experience or Account Management experience in the logistics industry or field. International is preferred

Preferred Qualifications:

• Ability to develop a thorough understanding of CHRW’s service portfolio, business strategies and technology systems
• Excellent communication, presentation skills and the ability to negotiate at all levels
• Ability to work under pressure
• Proficient in Microsoft Office Suite of programs
• Ability to multi-task, prioritize, and manage time effectively
• Ability to build strong customer relationships
• Ability to work in a team environment, while also delivering independent results
• Strong ability to persuade, motivate, and influence others
• Self-driven, results – orientated individual with a positive outlook and clear focus on high quality and business profitability
• Strong orientation towards growth, sales relationship building, negotiation, and financial acumen, developing long-term relationships with customers
• Bachelor’s degree / Degree level education
• Ability to speak multiple languages
• Values ​​a diverse and inclusive work environment

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As Account Executive – Customs , you will manage a certain group of small to medium-sized office accounts or an extended portfolio of CH Robinson clients. In this role, you will build strong, trusting relationships with account managers. You will be empowered to manage existing accounts with a focus on increasing efficiency, adding value and maximizing profitability across the account’s supply chain. You will also identify new opportunities in your portfolio, generate demand and sell creative solutions / services with a focus on customer retention through relationship building, problem solving and providing exceptional service. .

Responsibilities:

• Maintain a portfolio of medium-sized clients (range of North American accounts – approximately 40 to 60 accounts, European accounts – approximately 15 to 30 accounts)
• Gather, analyze and prepare relevant information for functional reviews and quarterly functional reviews and participate actively
• Be responsible for achieving new business opportunities and account establishment compliance by drafting documents, creating C-Codes, acting as a liaison with CHR entities for the creation of accounts and creating standard operating procedures for customers
• Establish relationships with account contacts at different levels of the organization
• Identify opportunities to get more into the accounts by selling the various CHR services
• Deliver a solution designed through in-person interactions with account managers
• Offer options and price recommendations to account managers
• Identify problems, seek the advice of others to determine the best course of action and implement solutions
• Manage client expectations by creating and using standard operating procedures, key performance indicators and other account-specific metrics
• Contribute to the development and management of the annual account plan and budget. Provide information to the internal team in addition to performing quarterly reviews and making adjustments as needed  
• Penetrate the account by establishing contacts and relationships at different levels and in multiple departments of the account
• Build and maintain relationships through daily / weekly / monthly interactions
• Perform regular functional reviews, leveraging analysis and market intelligence to gain customer insights and understand positive and negative trends in data, to uncover new growth opportunities and retain customers by introducing them strategic solutions
• Continuously ensure the execution of activities through the procedures of the local branch
• Advocate for clients, communicating their needs across the organization to ensure they match and prioritize resources
• Create metrics for internal accounts and analyze them regularly (weekly)
• Use in-house tools and resources, including but not limited to SMB service suite and pricing, to determine client pricing strategy
• Partner with operations and product / procurement teams to ensure optimal execution through the use of standard operating procedures, best-in-class business processes and customer key performance indicators including you will mutually agree
• Carry out any other assigned tasks or responsibilities in accordance with country and / or team specific requirements

Mandatory skills:

• High school diploma or general education
• At least two years of experience in international transit or account management in the logistics industry or field. International level experience is preferred

Preferred skills:

• Ability to thoroughly understand CHRW’s service portfolio, business strategies and technology systems
• Excellent communication and presentation skills and the ability to negotiate at all levels
• Ability to work under pressure
• Proficiency in the range of Microsoft Office programs
• Ability to multitask, prioritize and manage time effectively
• Ability to build strong client relationships
• Ability to work in a team, while producing results independently
• Excellent ability to persuade, motivate and influence others
• Determined, results-oriented individual with a positive outlook and a clear focus on delivering superior service and making the business profitable
• Great focus on growth, building sales relationships, negotiating and financial literacy, building long term relationships with clients
• Bachelor’s degree / university degree
• Ability to speak multiple languages
• Recognition of the importance of a diverse and inclusive workplace

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.