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Key Account Manager

C.H Robinson - Port Melbourne, VIC

Source: uWorkin


Full Job Description
The Key Account Manager (KAM) is responsible for growth and retention of medium (strategic) or large accounts with multiple service lines and modes within a portfolio. The Key Account Manager identifies new opportunities within their portfolio, generates demand, and sells creative solutions/services to drive growth through relationship building, problem solving, and providing exceptional service. As the single point of accountability, the Key Account Manager is responsible for driving continuous improvement and articulating customer value to support customer’s supply chain across multiple offices and geographies. Key Account Managers utilize their broad understanding of C.H. Robinson’s (CHR’s) industry leading modes/services, technology, and business process to retain and grow customers within their portfolio through the sale of diverse products and services.

Responsibilities to include, but not limited to:
Strategy & Growth

Penetrates the account by making contacts and building relationships at multiple levels and in multiple departments within the account.
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.
Works with and influences account team members (account management and operational resources) across geographies and/or divisions to execute the account strategy and deliver results.
Uses strategic negotiation and sales strategies at the management level in discussing complex pricing and selling solutions with customers.
Reviews financial, volume and service performance reports and makes adjustments (pricing, process, etc.) that create efficiencies and drive continuous improvement.
Stays informed of changes within the customers’ business, industry and sector through regular customer communication and applies that knowledge to identify new opportunities.

Customer Service

Serves as the primary point of contact for customers within portfolio, delivering a positive customer experience through proactive communication, timely responses ensuring quality execution against expectations.
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.
Collaborates and actively communicates with partners on the capacity/product/supply team to identify strategic solutions for complex issues.

Required Qualifications

Bachelor’s degree from an accredited college or university or equivalent experience
Technical proficiency in MS Office

Preferred Qualifications

Four years previous sales and/or account management experience
Supply chain knowledge
Prior structured sales life cycle training
Demonstrated influencing, negotiation, collaboration, communication and presentation skills
Proven track record of delivering measurable financial results through sales or account management solutions


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.

About C.H. Robinson

From the produce you buy, to the water you drink, C.H. 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.