Lucas Edward Rockwell
Mechanicsville,VA
Summary
Key account and supply chain professional who combines data analysis, financial oversight, and customer relationship management to support account performance. Manages RFPs, forecasts, credit activity, and internal coordination while aligning service plans, budgets, and pricing decisions to customer needs and business goals.
Overview
22
22
years of professional experience
Work History
Key Account Manager
C.H. Robinson
Richmond, Virginia
2017.01 - Current
- Managed key customer accounts for C.H. Robinson transportation solutions.
- Managed key enterprise account with responsibility for sales, contracts, negotiations and reporting.
- Developed and implemented strategic plans to maintain and grow key accounts, enhancing customer satisfaction and loyalty.
- Led quarterly and annual planning meetings with key accounts to align business goals and strategies.
- Conducted regular business reviews with key clients to assess product and service performance and identify improvement areas.
- Established and maintained strong relationships with decision-makers and influencers within key accounts.
- Built customer relationships through regular account reviews and communication.
- Facilitated training sessions for key accounts on product features, benefits, and best practices.
- Provided training sessions for customers on how best utilize the company's products or services.
- Uses analytics to better understand customer supply chain needs and support optimization efforts.
- Analyzed sales data and client feedback to refine organizational strategies and align with customer needs.
- Identified and pursued upselling opportunities to increase value for existing customers.
- Negotiated pricing and service terms with customers and carrier partners.
- Negotiated contract terms with clients and established important deadlines.
- Resolves conflicts between customers and other departments by identifying root causes and proposing solutions.
- Monitored market trends and competitor activity to adjust account strategies accordingly.
- Utilized CRM tools to analyze key account data and generate reports for internal and external stakeholders.
- Prepared account reports, forecasts, and transportation documentation.
- Coordinated with the customer service and support teams to address and resolve key account issues promptly.
- Handled credit and finance activities across full portfolio.
- Coordinated freight shipments across carriers, modes, and service teams.
- Supported supply chain planning and spot quote requests for clients.
- Conducted meetings with clients to discuss their objectives, challenges, and strategies.
- Sets key performance indicators and internal standard operating procedures for each customer.
- Managed the onboarding process for new key accounts, ensuring a smooth transition and immediate value realization.
- Created presentations for key stakeholders regarding progress updates or proposals for new initiatives.
- Sourced growth opportunities within existing accounts and potential new customers.
- Resolved service issues with operations, sales, and customer teams.
- Reduced process lags by training employees on best practices and protocols.
- Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
- Coordinated with the customer service and support teams to address and resolve key account issues promptly.
- Conducted regular business reviews with key clients to assess product and service performance and identify improvement areas.
- Facilitated training sessions for key accounts on product features, benefits, and best practices.
- Led quarterly and annual planning meetings with key accounts to align business goals and strategies.
- Reduced process lags by training employees on best practices and protocols.
- Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
Account Manager
C.H. Robinson
Richmond, Virginia
2006.01 - 2017.01
- Planned and facilitated customer business reviews to align on objectives and strategies.
- Developed customer relationships at multiple levels with key stakeholders.
- Collaborated on tailored account plans and budgeting for each customer in portfolio.
- Managing and delivering on customer expectations across multiple industries.
- Identified and pursued opportunities to cross-sell various modes and services.
Transportation Sales Representative
C.H. Robinson
Richmond, Virginia
2005.01 - 2006.01
- Leveraged carrier analytics to optimize buying decisions and enhance service delivery.
- Secured carrier capacity through negotiations and strategic buying, ensuring fulfillment of freight commitments.
- Created a portfolio that aligned committed capacity with customer rate expectations.
Education
Bachelor of Science - Marketing
Virginia Commonwealth University
Richmond, Virginia2004-05
Skills
- Key account management
- Account planning
- Data-driven decision making
- CRM software proficiency
- Client management
- Client relationship building
- Client onboarding
- Contract negotiation
- Pricing strategy
- Revenue forecasting
- Analytical thinking
- Account performance analysis
- Business development
- Business strategies
- Account planning
- Market research
- Stakeholder communication
- Relationship building
- Relationship selling
- Account retention
- Account presentations
- Problem-solving
- Conflict resolution
- Strategic planning
- Cross-functional collaboration
- Portfolio management
- Customer engagement
- Continuous improvement
- Teamwork and collaboration
- Team building
- Organizational skills
- Customer rapport
- Solution selling
- Customer needs assessment
- Microsoft 365
- Problem-solving
Timeline
Key Account Manager
C.H. Robinson
2017.01 - Current
Account Manager
C.H. Robinson
2006.01 - 2017.01
Transportation Sales Representative
C.H. Robinson
2005.01 - 2006.01
Bachelor of Science - Marketing
Virginia Commonwealth University