Manager, Key Account Management

C.H. Robinson; Chicago (IL); On-site; USD 76,000 - 158,000; Full time

Benefits offered by this job

Health benefits

401(k) matching

Paid time off

Career development opportunities

Job summary

C.H. Robinson is seeking a Manager, Key Account Management to lead a team supporting a portfolio of strategic customers. This dual role blends direct account ownership with people leadership, coaching performance and strategic oversight to drive customer outcomes.

You will collaborate cross-functionally to align internal resources, remove barriers, and deliver scalable, high‑quality services that retain and grow strategic accounts in transportation and logistics.

Qualifications

• Minimum 5 years of experience in sales and/or account management.
• Minimum 2 years of leading and managing teams.
• Fluent in Spanish and English (written and verbal).
• Bachelor’s degree from an accredited college or university preferred.

Responsibilities

• Own the commercial growth strategy and long-term success of a portfolio of strategic customer accounts.
• Build and maintain senior-level relationships with customer stakeholders.
• Guide Account Managers in identifying and executing on account expansion opportunities.
• Monitor account performance and health using internal tools and customer feedback.

Skills

Leadership

Negotiation

Communication

Presentation

Collaboration

Strategic selling

Education

High School diploma or GED

Bachelor’s degree

Tools

Microsoft Office Suite

Job description

C.H. Robinson is looking for a Manager, Key Account Management to join our team. In this role you will lead a team of employees who directly support your aligned customer portfolio. This dual role blends direct account ownership with people leadership. You will be responsible for coaching, performance management, and strategic oversight to enhance team effectiveness and drive customer outcomes. You will collaborate cross functionally to align internal resources, remove barriers, and deliver scalable, high-quality services. This is a great opportunity to leverage your knowledge of the transportation and logistics industry, along with C.H. Robinson’s services, technology, and processes, to retain and grow strategic accounts through integrated, multi-service solutions and strong senior customer relationships.

Duties And Responsibilities

The duties and responsibilities of this position consists of, but is not limited to, the following:

Strategic Account Oversight

• Own the commercial growth strategy and long-term success of a portfolio of strategic customer accounts
• Build and maintain senior-level relationships with customer stakeholders to align on goals, challenges, and opportunities
• Guide Account Managers in identifying and executing on account expansion opportunities
• Monitor account performance and health using internal tools and customer feedback to drive proactive planning
• Align account strategies with broader organizational objectives and market trends

Business Development and Customer Growth

• Own the account growth strategy and partner with the team to execute expansion plans across products, services, and geographies
• Engage with senior customer stakeholders to uncover long-term opportunities and align growth strategies with their evolving needs
• Support team members in identifying, qualifying, and advancing new business opportunities within their accounts
• Guide the development of multi-service solutions that meet customer objectives and create long-term value
• Participate in high-value negotiations and solution design, providing strategic oversight and escalation support
• Use data, digital tools, and market intelligence to inform growth planning and customer conversations

Customer Experience And Advocacy

• Serve as the escalation point for strategic customer issues that require cross-functional coordination or executive engagement
• Partner with internal teams, including operations, product, pricing, capacity, and technology, to align resources and resolve barriers
• Ensure customer feedback and long-term needs are translated into actionable improvements across departments
• Champion digital adoption and analytics-driven decision-making across the account team to enhance the customer experience
• Represent the customer perspective in cross-functional initiatives that impact service delivery and process improvement
• Support Account Managers in building strong day-to-day relationships that drive loyalty and satisfaction

Financial Accountability and Process Efficiency

• Provide strategic oversight of account profitability, volume trends, and commercial performance across the portfolio
• Coach team members on financial drivers and help them understand how pricing, cost-to-serve, and revenue impact account health
• Ensure team compliance with internal financial processes, including billing, contract management, and pricing governance
• Partner with internal stakeholders to identify process improvements and drive cost optimization for customer accounts
• Monitor risk indicators and escalated systemic financial issues or misalignment as needed

Team Leadership and Development

• Coach team members on business development, strategic selling, and solution design
• Conduct regular one-on-ones, provide timely feedback, and support individual development plans
• Leverage the Account Management Routine (AMR) process to assess team performance and account health
• Support team members through complex deals by providing strategy guidance and internal navigation support
• Drive accountability by tracking progress against growth, retention, and customer satisfaction goals
• Identify skill gaps and develop tailored development plans to build capability and readiness
• Support succession planning by identifying and developing future leaders within the team

Qualifications

Required:

• High School diploma or GED
• Minimum 5 years of experience in sales and/or account management
• Minimum 2 years of leading and managing teams
• Site Specific: Fluent in Spanish and English (written and verbal)

Preferred:

• Supply chain, Logistic or Transportation knowledge
• Bachelor’s degree from an accredited college or university
• Proficient in Microsoft Office Suite of Programs
• Strong leadership skills in order to motivate, develop, empower, and energize others
• 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

NOTE:

Promotion to this role may require successfully completing an internal assessment process; discuss details with your leadership.

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.

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.

EOE\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