Key Account Manager
Il y a 6 mois
Led by Rodolphe Saadé, the CMA CGM Group, a global leader in shipping and logistics, serves more than 420 ports around the world on five continents. With its subsidiary CEVA Logistics, a world leader in logistics, and its air freight division CMA CGM AIR CARGO, the CMA CGM Group is continually innovating to offer its customers a complete and increasingly efficient range of new shipping, land, air and logistics solutions.
Committed to the energy transition in shipping, and a pioneer in the use of alternative fuels, the CMA CGM Group has set a target to become Net Zero Carbon by 2050.
Through the CMA CGM Foundation, the Group acts in humanitarian crises that require an emergency response by mobilizing the Group’s shipping and logistics expertise to bring humanitarian supplies around the world.
Present in 160 countries through its network of more than 400 offices and 750 warehouses, the Group employs more than 155,000 people worldwide, including 4,000 in Marseilles where its head office is located.
MISSION
As a Head of Key Account and Business Development desk within the Project Cargo Division, you play a pivotal role in driving the growth and expansion of the project cargo activities by identifying strategic business opportunities, fostering and developing strong relationships with key customers, and leading a team of 4 head count composed of 3 key account managers and a tender officer.
You ensure to acquire a thorough understanding of key industrial verticals (Rail & mobility, renewables, power & energy, gigafactories & ESS, High & Heavy rolling equipment, yachting/boating) and key project customer needs and requirements to continuously propose solutions that meet their objectives, and create value for both organization.
You are responsible for developing new market initiatives, assessing new markets, and analyzing business opportunities.
You are responsible for driving market penetration per vertical, for expanding and maintaining relationships with strategically important and large project customers. In addition you play an integral part in generating new sales that will trun into long-lasting relationship.
RESPONSIBILITIES
First of all, you are responsible for establishing, maintaining and expanding a customer portfolio of key project cargo accounts from various industrial verticals.
You actively drive identifying and pursuing new business opportunities, you track new growth areas, new markets and emerging trends, and eventually guide long-term objectives.
You cultivate robust relationships with clients. This involves consistently engaging with customers to understand their needs, concerns, and objectives. By demonstrating a deep understanding of the client's industry, business and supply chain, you proactively address challenges and identify opportunities for collaboration.
You manage the internal communication between key clients and the project teams (sales, pricers), acting as the voice of the customer to ensure initiatives meet requirements.
You are responsible to assign verticals to focus on and strategic accounts targets. You also oversee regional offices’ key account activities.
You play an integral role in the development and implementation of commercials and sales strategies and associated action plans to drive new business growth accross regional penetration and client portfolio. You coordinate our respective actions with our project sales network while monitoring their sales performance on global level. You establish regular touchpoints with key sales, organize webinars on global or regional level, and issue quarterly newsletter.
As part of key account & business development desk responsibility, it will require the preparation of presentations to promote our service offerings and capabilities addressing or predicting clients’ objectives. You will execute various studies, need to conduct research, compile relevant data, analyze key findings, and present insights in a visually engaging manner. This may include creating slideshows, reports, and documentation to convey complex information to diverse audiences.
Finally, you draw up the sales annual budget for these clients, ensure accurate compilation and reporting of customer’s performances, conduct customer visits and presentations, details performances and project proposals.
You attend industrial fairs and conferences, meetings, and other events to build customer’s relationships.
PROFILE AND QUALIFICATIONS
This role requires a combination of sales expertise, strategic thinking, and excellent communication skills to ensure the success and retention of key accounts.
You have a postgraduate degree (4/ 5 years) in International Trade and a 5-years experience in Sales, operations and shipping activities.
Perfectly fluent in English, both written and spoken, you have strong interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
You are well-versed in business nego
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