C.H. Robinson’s Account Management program was created to continue the company's vision of delivering exceptional world-class services to its clients. 

Account Management Program 

Focused on the pillars of growth, execution, innovation, and relationship, the program reached Latin America in 2020. 

Thanks to this program, every C.H. Robinson clients have a dedicated point of contact who caters to their needs in a personalized manner, creating a bond of trust that traditional customer service cannot achieve. 

It is through this executive that the client can address all efficiency and cost-related issues in their supply chain logistics. 

"The objective of this program is to provide added value to the client and a unified commercial relationship. This value consists of adapting to the client's needs and having a closer bond, as well as providing all the tools and knowledge to optimize their operations," says Marta García, key account manager at C.H. Robinson in Miami. 

Role of the Executives 

Additionally, the account managers also serve as trusted advisors, for example, through quarterly reviews where opportunities for efficiency improvements and cost reduction in the supply chain are analyzed. 

"We work every day on projects that help clients to improve the efficiency of their supply chain. The Account Management program has allowed us to deeply understand our clients' expectations and needs, and in that sense, we quickly realized that one of the key drivers is to maintain investments in technology and digitization," says Camila Freitas, key account manager in Brazil. 

C.H. Robinson's proprietary technology platform created by logistics experts, allows clients to see in real-time what is happening with their cargo. This platform, in conjunction with the specialized and personalized account management service, have become one of the differentials in what sets the company apart from its competitors. 

Results and Goals 

Since the program’s inception in 2020, C.H. Robinson’s clients in Latin America have seen significant cost reductions thanks to the logistics solutions presented via this Account Management program.  

Shippers also benefited from a 50% reduction in delivery times and a 100% increase in deliveries to the end-user. 

"It has been a total success for our clients and the region. 95% of our clients stay with us more than five years, and the account management program is a big part of retaining customers because of the value it brings – from large, global businesses to small, local businesses," explains Thomas Schoett, Vice President Global Forwarding for Latin America. 

His team, in particular, saw a significant growth for the customer of over 40% per year with local accounts in the region during the last 3 years.  

“If a customer is looking for more than a regular transportation and logistics services, trying to optimize their supply chain in different ways with the support of experts, that is what the Account  Management Team at C.H. Robinson will do it.” Schoett  

By MundoMaritimo