Account Executive

7 months ago

Perth Airport, Australia C.H. Robinson Full time

The Account Executive (AE) is responsible for driving growth and retention for smaller-sized net revenue customers’ accounts. Primary focus on building relationships and routines which retain the business while through qualification uncover potential growth opportunities within their account base. The Account Executive role is responsible for increasing branch revenue by developing existing accounts with a measured cadence of customer contact, working with pricing teams to ensure market competitiveness, enhancing revenue through process improvements and customer adhesion by cross-selling new products or services.

**DUTIES AND RESPONSIBILITIES**
The duties and responsibilities of this position consists of, but are not limited to, the following:
**Business Development**:

- Retain and grow a customer portfolio of small to mid-size client segment (Portfolio Target: 55-85)
- Builds credible and personalized relationships at multiple levels across functional departments within the customer supply chain
- Supports implementation of new assigned business opportunities
- Leverages network SMEs to collaborate on the solution and pipeline development of product, mode, or service line opportunities
- Conducts regular business reviews as needed by the account to uncover new opportunities for growth, increase sales, and retain and grow the business
- Proactively manages customer pricing strategy by leveraging internal tech, tools, and SMEs
- Manage customer global expectations through the creation and utilization of SOPs, KPIs, and other account specific metrics
- Uses effective negotiation and sales strategies in discussing pricing and selling solutions with the customer
- Expands market share by driving a qualification process with an active opportunity pipeline in Atmosphere

Establish relationship with at least one contact in each account in your assigned portfolio
- Establish and maintain relationships with day-to-day / weekly / monthly contacts
- Acts as an advocate for customers, internally conveying customer-specific needs globally across the organization to ensure proper alignment and prioritization
- Communication plan to provide timely and relevant updates on the market and CHR

**Customer Experience**:

- Creates and manages to Account SOP
- Acts as an advocate for customers, internally conveying customer-specific needs across the organization globally to ensure proper alignment and prioritization of resources
- Manages to customer performance expectations by ensuring quality execution against collaborating with all global internal partners to identify and resolve issues in a timely manner
- Accountable to customer feedback, inclusive but not limited to NPS survey corrective response action planning
- Participates in account implementation and transition from sales team

Efficiency & Financial Accountability:

- Proactive reviews of financial results, volume, and service performance reports and reacts appropriately to create efficiencies and drive continuous improvement
- 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
- Minimum 2 years of Global Forwarding experience or Account Management experience in the logistics industry or field. International is preferred.
- Ability to travel 50-70%

**Preferred**:

- Bachelor’s Degree from an accredited college or university
- Passion for sales and building customer relationships
- Attention to detail and strong analytical skills
- Strong written, verbal, and presentation communication skills, including the ability to persuade, motivate and influence others
- Ability to define, develop and document business processes and procedures
- Driven, enthusiastic, persistent, confident, highly motivated and results focused
- Values a diverse and inclusive work environment

**Benefits**

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.

**Why Do You Belong at C.H. Robinson?**:
Standing out among the world’s largest logistics platforms, C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. For 100+ years, our global suite of services has innovated trade to seamlessly deliver the products and goods that drive the world’s economy. With 20 million shipments annually for 100,000 customers, and millions of dollars contributed to support causes that matter to us, our people and technology li

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