Position Purpose
Develop and secure new global key account business to increase the general revenue & profitability of accounts in accordance with the Sales budget.
Responsibilities
80% Travel Required
Develop sales strategy for Röhlig’s product portfolio in order to secure, manage and retain new global key account business
Build and implement annual Strategy-to-action account plan to satisfy customer’s needs and create demand for new offers
Identify and manage pipeline for potential global Platinum and Gold accounts in the regions to meet the targeted growth; grows sales activities and achieves quotas by driving the sales process start‑to‑end
Maximizes opportunities by participating in the customer planning process, leading virtual account teams in building strategies that deliver balanced growth and customer satisfaction
Perform own sales activities on Gold & Platinum accounts according to global standards and meet own individual sales budget (generate leads, perform sales calls/meetings, perform pre‑sales activities, close the sale, record outcome of sales process)
Utilize sales & CRM tools for all pipeline and potential opportunities
Ensure that new Key account activities are aligned with global and regional sales strategy
Ensure compliance with the relevant regulations and standards within the sales department
Lead the regional tender processes for Global Key Accounts and ensure a high quality and successful completion and hit ratio in order to win new business opportunities
Assist and/or manage the successful completion of complex Global RFQ’s, RFI’s and RFP’s from start to finish
Engage with global pricing teams to develop pricing models on tender projects, coordination of customer pricing templates/sheets
Pro‑active analysis of the regional business development from a sales perspective with a yearly book of business review for ensuring profitable customers
Ensure alignment of CRM compliance and sales processes with global standards
Customer Relationship
Deliver customer satisfaction through timely resolution of customer quality issues and by delivering an exceptional experience
Manage Global Key Accounts (manage customer relationships, manage customer master data and contracts) and assign Existing KAM on each of the accounts
Involvement with the USA countries for sales budget & forecast, supporting on sales management and guidance to local sales activities
Develop and manage local marketing initiatives and sales campaigns in line with the regional marketing plan to support brand awareness and local sales
Capability to provide customized solutions that can fit the high demands of customers dealing with JIT (Just‑In‑Time) supply chains
Quarterly customer visits, to include international visits as needed, for intensifying strategic dialogue and commitment
General Management
Oversee all product services provided by agents and vendors within the Global Key Account network
Serve as the primary point of contact for both new and existing vendors; maintain governance and ensure service quality
Coordinate with internal and external partners to deliver seamless operational performance
Negotiate customer rates while ensuring profitable outcomes for the company
Strengthen relationship stability by expanding product offerings and building multi‑level stakeholder relationships between GKAM and Röhlig USA
Manage all account activities and engage cross‑functional teams as needed
Implement global standards for customer management across Platinum and Gold accounts, including implementation plans, SOPs, KPIs, and QBRs
Develop and deliver annual budgets for the account portfolio, including strategic analysis, competitive insights, and planning for customer events
Execute the global sales strategy at the regional level to achieve growth and GP targets
Collaborate with Account Teams and key bid contributors to build customer‑ and competitor‑informed bid strategies, ensuring participation from all necessary stakeholders
Oversee bid governance, timelines, and deliverables to maximize quality and success
Manage virtual bid teams across multiple geographies and functions (sales, marketing, product, finance, commercial, legal)
Ensure consistency, accuracy, and quality across all proposal content and documentation
Contribute to written proposals in both content development and presentation
Facilitate centralized communication, share account knowledge, and support both pre‑sale and post‑sale activities
Lead qualification, approval, and internal process‑driven steps required for major opportunities
Provide risk assessments and mitigation strategies for bid submissions
Support operational teams in implementing procedures for newly awarded or expanded business
Maintain strong understanding of European logistics networks, with emphasis on Central/Eastern Europe and all transport modes
Maintain strong working knowledge of U.S.–Mexico and U.S.–Canada bonded transport and cross‑border operations
Ensure implementation of SOPs/COPs related to invoicing, reporting, and business requirements
Required Skills and Qualifications Technical
Deep, comprehensive understanding of global logistics and air/sea freight forwarding markets
Strong knowledge of Röhlig’s product portfolio and value proposition
Willingness and ability to travel, including internationally
Comfortable taking calculated risks; accountable and cost‑conscious
Analytical, strategic thinker with a long‑term development mindset
Innovative and solutions‑oriented with strong customer problem‑solving capability
Reflective decision‑maker committed to continuous learning
Leadership
Sets clear goals and drives alignment and commitment across teams
Encourages personal development and challenges individuals to grow
Recognizes effort, manages conflict effectively, and acts with urgency
Decisive, empathetic, inspirational, and inclusive communicator
Builds and leads diverse teams with resilience and determination
Operates with high integrity
Personal Attributes
Creative thinker adaptable to different work environments
Encouraging, motivational, and capable of leading others effectively
Strong negotiator with proactive problem‑solving skills
Reliable, results‑oriented, and committed to positive project outcomes
Exceptional relationship‑building and teamwork skills
High resilience, strong energy, and ability to meet deadlines under pressure
Highly adaptable to change
Skilled communicator with the ability to foster flexible work approaches
Excellent networker focused on generating business and maintaining customer loyalty
Responsible, organized, and efficient in project delivery
Strong international mindset
Languages
Fluent English (written and spoken) required
Additional languages are a strong plus
Computer & System Skills
Strong knowledge of CRM platforms
Familiarity with SAP or other ERP systems, especially for reporting and analytics
Strong working knowledge of CargoWise One
Benefits
Comprehensive Medical, Dental, and Vision Insurance
– Keeping you and your family healthy is our priority
401(k) Plan with Company Match
– We’re invested in your future and help you save for retirement
Generous Paid Time Off (PTO)
– Whether you’re planning a vacation, taking care of personal needs, or just need a mental health day, we’ve got you covered
Supportive Work Environment
– From career development opportunities to a collaborative culture, we ensure you feel valued every step of the way
Salary $70,000–$100,000 per year
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Supply Chain
Industries Transportation, Logistics, Supply Chain and Storage
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Responsibilities
80% Travel Required
Develop sales strategy for Röhlig’s product portfolio in order to secure, manage and retain new global key account business
Build and implement annual Strategy-to-action account plan to satisfy customer’s needs and create demand for new offers
Identify and manage pipeline for potential global Platinum and Gold accounts in the regions to meet the targeted growth; grows sales activities and achieves quotas by driving the sales process start‑to‑end
Maximizes opportunities by participating in the customer planning process, leading virtual account teams in building strategies that deliver balanced growth and customer satisfaction
Perform own sales activities on Gold & Platinum accounts according to global standards and meet own individual sales budget (generate leads, perform sales calls/meetings, perform pre‑sales activities, close the sale, record outcome of sales process)
Utilize sales & CRM tools for all pipeline and potential opportunities
Ensure that new Key account activities are aligned with global and regional sales strategy
Ensure compliance with the relevant regulations and standards within the sales department
Lead the regional tender processes for Global Key Accounts and ensure a high quality and successful completion and hit ratio in order to win new business opportunities
Assist and/or manage the successful completion of complex Global RFQ’s, RFI’s and RFP’s from start to finish
Engage with global pricing teams to develop pricing models on tender projects, coordination of customer pricing templates/sheets
Pro‑active analysis of the regional business development from a sales perspective with a yearly book of business review for ensuring profitable customers
Ensure alignment of CRM compliance and sales processes with global standards
Customer Relationship
Deliver customer satisfaction through timely resolution of customer quality issues and by delivering an exceptional experience
Manage Global Key Accounts (manage customer relationships, manage customer master data and contracts) and assign Existing KAM on each of the accounts
Involvement with the USA countries for sales budget & forecast, supporting on sales management and guidance to local sales activities
Develop and manage local marketing initiatives and sales campaigns in line with the regional marketing plan to support brand awareness and local sales
Capability to provide customized solutions that can fit the high demands of customers dealing with JIT (Just‑In‑Time) supply chains
Quarterly customer visits, to include international visits as needed, for intensifying strategic dialogue and commitment
General Management
Oversee all product services provided by agents and vendors within the Global Key Account network
Serve as the primary point of contact for both new and existing vendors; maintain governance and ensure service quality
Coordinate with internal and external partners to deliver seamless operational performance
Negotiate customer rates while ensuring profitable outcomes for the company
Strengthen relationship stability by expanding product offerings and building multi‑level stakeholder relationships between GKAM and Röhlig USA
Manage all account activities and engage cross‑functional teams as needed
Implement global standards for customer management across Platinum and Gold accounts, including implementation plans, SOPs, KPIs, and QBRs
Develop and deliver annual budgets for the account portfolio, including strategic analysis, competitive insights, and planning for customer events
Execute the global sales strategy at the regional level to achieve growth and GP targets
Collaborate with Account Teams and key bid contributors to build customer‑ and competitor‑informed bid strategies, ensuring participation from all necessary stakeholders
Oversee bid governance, timelines, and deliverables to maximize quality and success
Manage virtual bid teams across multiple geographies and functions (sales, marketing, product, finance, commercial, legal)
Ensure consistency, accuracy, and quality across all proposal content and documentation
Contribute to written proposals in both content development and presentation
Facilitate centralized communication, share account knowledge, and support both pre‑sale and post‑sale activities
Lead qualification, approval, and internal process‑driven steps required for major opportunities
Provide risk assessments and mitigation strategies for bid submissions
Support operational teams in implementing procedures for newly awarded or expanded business
Maintain strong understanding of European logistics networks, with emphasis on Central/Eastern Europe and all transport modes
Maintain strong working knowledge of U.S.–Mexico and U.S.–Canada bonded transport and cross‑border operations
Ensure implementation of SOPs/COPs related to invoicing, reporting, and business requirements
Required Skills and Qualifications Technical
Deep, comprehensive understanding of global logistics and air/sea freight forwarding markets
Strong knowledge of Röhlig’s product portfolio and value proposition
Willingness and ability to travel, including internationally
Comfortable taking calculated risks; accountable and cost‑conscious
Analytical, strategic thinker with a long‑term development mindset
Innovative and solutions‑oriented with strong customer problem‑solving capability
Reflective decision‑maker committed to continuous learning
Leadership
Sets clear goals and drives alignment and commitment across teams
Encourages personal development and challenges individuals to grow
Recognizes effort, manages conflict effectively, and acts with urgency
Decisive, empathetic, inspirational, and inclusive communicator
Builds and leads diverse teams with resilience and determination
Operates with high integrity
Personal Attributes
Creative thinker adaptable to different work environments
Encouraging, motivational, and capable of leading others effectively
Strong negotiator with proactive problem‑solving skills
Reliable, results‑oriented, and committed to positive project outcomes
Exceptional relationship‑building and teamwork skills
High resilience, strong energy, and ability to meet deadlines under pressure
Highly adaptable to change
Skilled communicator with the ability to foster flexible work approaches
Excellent networker focused on generating business and maintaining customer loyalty
Responsible, organized, and efficient in project delivery
Strong international mindset
Languages
Fluent English (written and spoken) required
Additional languages are a strong plus
Computer & System Skills
Strong knowledge of CRM platforms
Familiarity with SAP or other ERP systems, especially for reporting and analytics
Strong working knowledge of CargoWise One
Benefits
Comprehensive Medical, Dental, and Vision Insurance
– Keeping you and your family healthy is our priority
401(k) Plan with Company Match
– We’re invested in your future and help you save for retirement
Generous Paid Time Off (PTO)
– Whether you’re planning a vacation, taking care of personal needs, or just need a mental health day, we’ve got you covered
Supportive Work Environment
– From career development opportunities to a collaborative culture, we ensure you feel valued every step of the way
Salary $70,000–$100,000 per year
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Supply Chain
Industries Transportation, Logistics, Supply Chain and Storage
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