Regional Account Manager Project Logistics

C.H. Robinson Worldwide, Inc. Houston , TX 77020

Posted 2 months ago

The Regional Account Manager Project Logistics is a consultant and subject matter expert that works with the internal C.H. Robinson network on the generation of new business and retention of existing business related to Project Logistics. This role works with and builds relationships with multiple groups internally at C.H. Robinson, including, but not limited to sales, account management, global account centers, the office network, Regional Sales Directors, Customer Shared Services, and the executive team to generate leads and support the sales process for large or complex CAPEX opportunities. Additionally, the Regional Account Manager Project Logistics leads and/or participates in strategic account discussions, contract and pricing strategy directly with the office network and/or the customer directly.

Responsibilities:

Business Development

  • Diagnoses opportunities, qualifies leads & develops business

  • Develops business by identifying and closing opportunities in partnership with the office network

  • Markets the Project Logistic service line to our Domestic and Global Forwarding sales and account management teams through ongoing education

  • Drives growth and creates demand for the Project Logistics service line, which helps to ensure their respective region has a robust pipeline of CAPEX opportunities

  • Seeks to understand the underlying challenges of the opportunity and design solutions that address the customer's short and long-term needs.

  • Designs and implements solutions for Project Logistic services. This includes partnering with internal pricing teams and being a liaison between the service and network to create pricing models and strategies

Consultation/Customer Service

  • Builds trusting relationships by acting as an ambassador of the Project Logistic service line to the network, in addition to external customers and suppliers

  • Collaborates with management to proactively identify and/or resolve issues in a timely manner

  • Educates the network on service line initiatives, vision and strategies

  • Responds to network inquiries on topics related to the industry, market trends and competitive intelligence for Project Logistics

  • Understands how to leverage departments within the service line they support, other modal teams, and Customer Shared Services teams

  • Working directly with the network to prioritize appropriate customer opportunities.

  • RFP Management including reviewing and vetting documents, participating in and facilitating customer calls, assisting in capturing and communicating customer goals, needs and opportunities.

  • Coordinating information flow and deal team communication:

  • Internal strategy discussion

  • Customer Q & A

  • Working with our internal teams such as Solution Design and other service lines, creating deliverables aligned to meet customer goals:

  • Pricing

  • Executive Summary or RFI

  • Aid in response submittal, as needed

  • Build transport plans and method statements

  • Managing contracts through partnering with the network, Legal and other internal resources:

  • Understand scope of relationship

  • Review agreements for initial red flags and provide edits

  • Direct customer interaction when needed to improve speed of process

  • Customer Interaction:

  • Respond to customer inquiries via email or phone

  • Submissions (RFP/Contracts, etc.)

  • Attend skype/in person meetings as appropriate

  • Capture and manage action items and key follow-up from meetings

  • Providing general support to the network to improve process and customer experience:

  • Assist with deal development and sales strategy

  • Make decisions on behalf of Strategic Sales if needed

  • Track and provide updates regarding deal status

  • Streamline communication with resources involved with the deals

  • Provide divisional support by being "boots on the ground" when required for a project

  • Other duties or responsibilities as assigned

Required Qualifications:

  • Minimum 7 years' of experience in freight forwarding (prefer project style cargo and breakbulk )

  • Must be willing to travel 40-60% of time; both domestically and internationally

  • Minimum 3 years' Project Manager experience

  • High School Diploma or Equivalent

Preferred Qualifications:

  • Bachelor's Degree

  • Previous sales experience

  • Strong decision making, critical thinking and problem solving skills

  • Excellent interpersonal communication (both written and verbal) skills

  • Ability to build and develop strong relationships and manage multiple internal and external stakeholders with competing priorities

  • Strong customer orientation and customer focused service delivery

  • Ability to adapt, learn and become proficient in multiple systems and detailed processes quickly

  • Highly organized and detail-oriented with strong ability to prioritize with little direction

  • Strong prioritization and time management skills

  • Proven ability to thrive in a fast-paced and ever changing environment

  • Ability to manage tight deadlines and adapt to changing priorities

  • Passion for providing exceptional service to internal and external customers

  • Technical proficiency in MS Office

  • Proven ability to create and present comprehensive solutions and service packages to all buying influences

  • Demonstrated influencing, negotiation, collaboration, communication and presentation skills

  • Strong strategic orientation, relationship building, negotiation skills and business acumen

  • Proven ability to develop proposal presentations in Word or PowerPoint

  • Proven examples of using Excel for analysis

Benefits

We are proud to offer a top-tier benefits package, including medical, dental, vision, life and disability insurance, prescription drug coverage, paid parental leave, paid holidays and paid time off (PTO), 401K with company match, employee stock purchase plan, as well as a broad range of career development opportunities.

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. We combine the talent of our people, industry expertise and cutting-edge technology to ensure our business partners get their goods from point A to point B

Our high-performing team is made up of diverse perspectives, creative minds and an inherent drive to get the job done. We work in 40 different countries and speak 80 different languages. Together, we innovate. We solve problems. We have fun.

Join us and experience a collaborative environment where you will be respected and rewarded for your ideas and achievements. You will also find opportunities to grow professionally and personally. Together, we care. We give back. We make a difference.

At C.H. Robinson, our success is built on a foundation of thriving, engaged employees who help shape the future, accelerate global trade, and drive the industry we all count on, forward.

EQUAL OPPORTUNITY EMPLOYER

C.H. Robinson - Affirmative Action Employer/EOE/M/F/Disabled/Veteran

#LI-CO1


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VIEW JOBS 9/15/2019 12:00:00 AM 2019-12-14T00:00 Regional Account Manager Project Logistics Office location for this position: 17350 State Hwy 249, Suite 350, Houston, TX 77064 USA The Regional Account Manager Project Logistics is a consultant and subject matter expert that works with the internal C.H. Robinson network on the generation of new business and retention of existing business related to Project Logistics. This role works with and builds relationships with multiple groups internally at C.H. Robinson, including, but not limited to sales, account management, global account centers, the office network, Regional Sales Directors, Customer Shared Services, and the executive team to generate leads and support the sales process for large or complex CAPEX opportunities. Additionally, the Regional Account Manager Project Logistics leads and/or participates in strategic account discussions, contract and pricing strategy directly with the office network and/or the customer directly. Responsibilities: Business Development * Diagnoses opportunities, qualifies leads & develops business * Develops business by identifying and closing opportunities in partnership with the office network * Markets the Project Logistic service line to our Domestic and Global Forwarding sales and account management teams through ongoing education * Drives growth and creates demand for the Project Logistics service line, which helps to ensure their respective region has a robust pipeline of CAPEX opportunities * Seeks to understand the underlying challenges of the opportunity and design solutions that address the customer's short and long-term needs. * Designs and implements solutions for Project Logistic services. This includes partnering with internal pricing teams and being a liaison between the service and network to create pricing models and strategies Consultation/Customer Service * Builds trusting relationships by acting as an ambassador of the Project Logistic service line to the network, in addition to external customers and suppliers * Collaborates with management to proactively identify and/or resolve issues in a timely manner * Educates the network on service line initiatives, vision and strategies * Responds to network inquiries on topics related to the industry, market trends and competitive intelligence for Project Logistics * Understands how to leverage departments within the service line they support, other modal teams, and Customer Shared Services teams * Working directly with the network to prioritize appropriate customer opportunities. * RFP Management including reviewing and vetting documents, participating in and facilitating customer calls, assisting in capturing and communicating customer goals, needs and opportunities. * Coordinating information flow and deal team communication: * Internal strategy discussion * Customer Q & A * Working with our internal teams such as Solution Design and other service lines, creating deliverables aligned to meet customer goals: * Pricing * Executive Summary or RFI * Aid in response submittal, as needed * Build transport plans and method statements * Managing contracts through partnering with the network, Legal and other internal resources: * Understand scope of relationship * Review agreements for initial red flags and provide edits * Direct customer interaction when needed to improve speed of process * Customer Interaction: * Respond to customer inquiries via email or phone * Submissions (RFP/Contracts, etc.) * Attend skype/in person meetings as appropriate * Capture and manage action items and key follow-up from meetings * Providing general support to the network to improve process and customer experience: * Assist with deal development and sales strategy * Make decisions on behalf of Strategic Sales if needed * Track and provide updates regarding deal status * Streamline communication with resources involved with the deals * Provide divisional support by being "boots on the ground" when required for a project * Other duties or responsibilities as assigned Required Qualifications: * Minimum 7 years' of experience in freight forwarding (prefer project style cargo and breakbulk ) * Must be willing to travel 40-60% of time; both domestically and internationally * Minimum 3 years' Project Manager experience * High School Diploma or Equivalent Preferred Qualifications: * Bachelor's Degree * Previous sales experience * Strong decision making, critical thinking and problem solving skills * Excellent interpersonal communication (both written and verbal) skills * Ability to build and develop strong relationships and manage multiple internal and external stakeholders with competing priorities * Strong customer orientation and customer focused service delivery * Ability to adapt, learn and become proficient in multiple systems and detailed processes quickly * Highly organized and detail-oriented with strong ability to prioritize with little direction * Strong prioritization and time management skills * Proven ability to thrive in a fast-paced and ever changing environment * Ability to manage tight deadlines and adapt to changing priorities * Passion for providing exceptional service to internal and external customers * Technical proficiency in MS Office * Proven ability to create and present comprehensive solutions and service packages to all buying influences * Demonstrated influencing, negotiation, collaboration, communication and presentation skills * Strong strategic orientation, relationship building, negotiation skills and business acumen * Proven ability to develop proposal presentations in Word or PowerPoint * Proven examples of using Excel for analysis Benefits We are proud to offer a top-tier benefits package, including medical, dental, vision, life and disability insurance, prescription drug coverage, paid parental leave, paid holidays and paid time off (PTO), 401K with company match, employee stock purchase plan, as well as a broad range of career development opportunities. 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. We combine the talent of our people, industry expertise and cutting-edge technology to ensure our business partners get their goods from point A to point B Our high-performing team is made up of diverse perspectives, creative minds and an inherent drive to get the job done. We work in 40 different countries and speak 80 different languages. Together, we innovate. We solve problems. We have fun. Join us and experience a collaborative environment where you will be respected and rewarded for your ideas and achievements. You will also find opportunities to grow professionally and personally. Together, we care. We give back. We make a difference. At C.H. Robinson, our success is built on a foundation of thriving, engaged employees who help shape the future, accelerate global trade, and drive the industry we all count on, forward. EQUAL OPPORTUNITY EMPLOYER C.H. Robinson - Affirmative Action Employer/EOE/M/F/Disabled/Veteran #LI-CO1 Freightquote Houston TX

Regional Account Manager Project Logistics

C.H. Robinson Worldwide, Inc.