C.H. Robinson is currently seeking a Key Account Manager responsible for driving growth and maximizing retention across a portfolio of strategic accounts. Based in Sydney, the Key Account Manager will identify, develop, and expand freight forwarding opportunities across air, ocean, and multimodal transportation services while driving demand and maximizing customer value. They will deliver tailored logistics solutions aligned to customer needs, serve as the primary point of accountability, and partner with internal teams and global stakeholders to ensure exceptional service delivery and long-term customer success.

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

Other duties or responsibilities as assigned according to the team and/or country specific requirements

QUALIFICATIONS

Required:

High School diploma/ Graduation or equivalent

Minimum 5 years of experience managing customer accounts and driving account growth in freight forwarding and logistics.

Ability to travel up to 30%

Preferred:

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 skills

Proven track record of delivering measurable financial results through sales or account management solutions

Values a diverse and inclusive work environment

Disclaimer:

This job description is intended to generally describe the nature and level of work to be performed by employees in this position. It is not intended to be construed as an exhaustive list of all responsibilities and skills required of employees performing this role.

Perks

At C.H. Robinson Oceania, we are a proud Equal Opportunity employer offering flexible work to support a work/life balance along with offering a broad range of career development opportunities. We have an experienced and passionate team who work collaboratively to deliver smarter solutions for our clients. Employees have access to our well regarded, confidential Employee Assistance Program. Our Robinson Cares program allows our employees to give back to the community.

📌 Key Account Manager (Mascot)
🏢 C.H. Robinson
📍 Mascot