Key Account Manager - Global Forwarding

C.H. Robinson Worldwide; Southfield (MI); Hybrid; USD 76,000 - 158,000; Full time

Benefits offered by this job

Medical plans

Fertility benefits

Paid time off

401(k) with company match

Employee stock purchase plan

Job summary

C.H. Robinson Worldwide is seeking a strategic and customer-focused Key Account Manager for our Global Forwarding division in Michigan.

You will drive growth, strengthen retention, and expand partnerships with key accounts, engaging with stakeholders and leading complex negotiations. The role combines on-site collaboration two days a week with remote work three days, enabling cross-functional teamwork and innovative supply chain solutions to meet customer goals while expanding revenue and market

Qualifications

• Minimum 4 years of experience in sales and/or account management.
• Ability to travel up to 30% (domestically and internationally).

Responsibilities

• Build and expand trusted relationships with key stakeholders across customers’ supply chain organizations
• Develop and execute account strategies that grow market share, strengthen retention, and advance qualified opportunities through the CRM pipeline
• Lead strategic business reviews using customer data, performance trends, and market intelligence to uncover growth opportunities and recommend impactful solutions
• Partner with subject matter experts and cross-functional teams to design integrated supply chain, technology, analytics, and service solutions
• Lead complex pricing discussions and negotiations with management- and director-level customer stakeholders
• Manage RFPs, proposals, awards, pricing strategies, and account transitions based on customer priorities and buying behaviors
• Advocate for customers across the organization, align internal resources, navigate challenging conversations, and drive timely resolution of complex issues
• Collaborate with operations, sales, capacity, product, and supply teams to establish effective processes, optimize execution, and deliver against customer KPIs
• Monitor financial results, volume, service performance, accounts receivable, and customer feedback to protect account health and drive corrective action
• Champion continuous improvement, automation, cost avoidance, and innovative solutions that enhance customer outcomes and operational efficiency

Skills

Account management

Sales experience

Negotiation

Cross-functional collaboration

Presentation skills

Data-driven approach

Communication

Education

Bachelor’s degree

Job description

C.H. Robinson is looking for a strategic and customer-focused Key Account Manager for our Global Forwarding division to drive growth, strengthen retention, and expand partnerships across a portfolio of key accounts. In this role, you will make a direct impact on the organization by identifying new business opportunities, delivering innovative supply chain solutions, and helping customers achieve their business goals while growing revenue and market share. You will serve as a trusted advisor, lead complex negotiations, collaborate across global teams, and champion continuous improvement to deliver exceptional customer outcomes. At C.H. Robinson, we’re firm believers in the power of in-person collaboration to fuel innovation and propel success. In this role, you will engage with peers on-site two days a week, igniting creativity and driving impactful results. With the flexibility for remote work three days a week, this role strikes the perfect balance between teamwork and autonomy.

Responsibilities:

• Build and expand trusted relationships with key stakeholders across customers’ supply chain organizations
• Develop and execute account strategies that grow market share, strengthen retention, and advance qualified opportunities through the CRM pipeline
• Lead strategic business reviews using customer data, performance trends, and market intelligence to uncover growth opportunities and recommend impactful solutions
• Partner with subject matter experts and cross-functional teams to design integrated supply chain, technology, analytics, and service solutions
• Lead complex pricing discussions and negotiations with management- and director-level customer stakeholders
• Manage RFPs, proposals, awards, pricing strategies, and account transitions based on customer priorities and buying behaviors
• Advocate for customers across the organization, align internal resources, navigate challenging conversations, and drive timely resolution of complex issues
• Collaborate with operations, sales, capacity, product, and supply teams to establish effective processes, optimize execution, and deliver against customer KPIs
• Monitor financial results, volume, service performance, accounts receivable, and customer feedback to protect account health and drive corrective action
• Champion continuous improvement, automation, cost avoidance, and innovative solutions that enhance customer outcomes and operational efficiency

Required Qualifications:

• High School diploma or GED
• Minimum 4 years of experience in sales and/or account management
• Ability to travel up to 30% (domestically and internationally)

Preferred Qualifications:

• Supply chain knowledge
• 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

Compensation Range

$75,700.00 - $158,340.00 The base pay range displayed on the job posting reflects the minimum and maximum base pay for this specific location. Your individual base pay within this range is determined by job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.

Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong.

Equal Opportunity C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.

E O E\Disabled\Veteran Benefits

Your Health, Wealth and Self

Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:

• Three medical plans which include Prescription drug coverage
• Enhanced Fertility benefits
• Flexible Spending Accounts
• Health Savings Account (including employer contribution)
• Dental and Vision
• Basic and Supplemental Life Insurance
• Short-Term and Long-Term Disability
• Paid observed holidays
• 2 paid floating holidays for U.S. hourly employees
• Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps.
• Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
• Paid parental leave
• Paid time off to volunteer in your community
• Charitable Giving Match Program
• 401(k) with 6% company matching
• Employee Stock Purchase Plan
• Plus a broad range of career development, networking, and team-building opportunities

Learn more about our benefit offerings on our BENEFITS & WELLBEING page

Why Do You Belong at C.H. Robinson?

C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $22 billion in freight under management and 19 million shipments annually, we are one of the world’s largest logistics platforms and rank in the FORTUNE 200. We’ve been an innovator in logistics for over 100 years. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world’s economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for more than 90,000 customers and 450,000 contract carriers on our platform. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers’ businesses. As a responsible global citizen, we contribute millions of dollars to support causes that matter to us and our people. FORTUNE has named C.H. Robinson one of the World’s Most Admired Companies 2024, showcasing our position as a leader in our industry. Our commitment to excellence is further affirmed by being named a Great Place to Work 2023-24 by the Great Place to Work Institute, one of Forbes’ Best Employers for Diversity and one of America’s Greatest Workplaces in 2023 by Newsweek.

Join us as we collaborate, innovate, and work as one global team to make life better and more sustainable for our customers, communities, and world. For more information, visit us at www.chrobinson.com.