Global Account Director Industrial

Description du poste

**Type de contrat**:

- CDI-Temps plein

**Fonction**:

- Fonctions Support - Commerce

**Intitulé du poste**:

- Global Account Director INDUSTRIAL H/F

**Description de la mission**:

- 1. Manage and grow a strategic portfolio of high potential Global Accounts (revenue and profit) on a long-term base, over all GEODIS regions and Lines of Business, in line with the Group's strategies and offerings.
2. Directly lead a team of 2-3 GAM's (Global Account Managers)
3. Build, update and drive an appropriate Strategic Account Plans for every account of the portfolio and coordinate the actions to success: business development, communication, business reviews, reporting. Propose and drive corresponding budgets.
4. Construct and expand a sprawling matrix of relationships focusing and mirroring the right regional / local leaders at customers with the appropriate GEODIS regional / local colleagues. In this perspective, build and animate a cross-functional team of business developers and account stakeholders multi-regional / multi-cultural.
5. Identify every potential new business, propose, and lead the winning strategy to sign new deals, lead & coordinate GEODIS proposals with stakeholders.
6. Lead and coordinate negotiations of existing or new businesses with GEODIS P&L owners.
7. Make sure that conditions of excellence (quality, improvement, competitiveness,...) are constantly met to ensure customers' loyalty and global expansion.
8. Ensure a transparent weekly / monthly reporting to management with using Salesforce CRM
9. Supervise profit level, DSO and all other financial KPIs

Scope of actions:

- Industrial (Paper & Packaging, Power & Utilities, Building & Construction, Chemicals, etc.)
- All GEODIS Lines of Business and regions: Freight Forwarding, Contract Logistics, Distribution & Express, Road Transport, Supply Chain Optimization
- All GEODIS geographies: France, Europe, Americas, Asia & Pacific

Key interfaces:

- Global Head of Vertical Market / Senior Vice-President
- Global Account Managers / Operational Global Account Managers
- Regional operational and sales leaders, Business Development Managers
- Lines of Businesses and products' leaders
- Business Solution teams / Implementation & project managers / Business Excellence managers
- Marketing & Communication
- Legal & Insurance / Finance & Control / IT & Digital / HR

Major tasks:
Understand the organization of customers:

- Clear understanding of the account's environment and market trends (from suppliers to end customers)
- Deep knowledge of the client's overall strategy and supply chain strategy
- Clear understanding of customers' decision processes (decision makers vs Influencers)

Create trust and connections with customers' global decision makers:

- Connect and interact with customers' Supply Chain, Transport, Logistics and Procurement corporate leaders
- Identify and connect customers' regional / local leaders with GEODIS regional / local Business Development teams

Lead GEODIS strategy
Lead the response to RFQ's
Budget achievement:
Ensure YoY achievement of the revenue and Profitability of portfolio
- Performance KPIs:
Qualitative:

- Annual Customer Survey
- Full embrace of role, scope and stakes
- Key projects identification / sales leads
- Sharp Strategic Account Plans
- Creative winning commercial proposals
- Exhaustive CRM updating
- LOI / Contract conclusion
- Reporting
- Team player

Quantitative:

- Sales Budget (revenue & profit) achievements

Key competences

1. Make it easy for the client to do business with us
2. Win, retain and develop profitable clients
3. Be a good citizen
4. Always deliver a perfect service
5. Ensure the safety of our people everywhere and at anytime
6. Get paid for what we do
7. Recruit, develop and retain quality people
- Capacity to demonstrate GEODIS “7 Leadership Principles”

1. Be a Strategy Ambassador
2. Debate. Decide. Align
3. Drive Results
4. Duty to Communicate
5. Engage and Empower People
6. Own the All
7. Walk the Talk
Commercial
- Business minded
- Knowledge of the FMCG market
- Good knowledge of GEODIS
- High customers' listening capacity
- Clear and efficient communication
- Effective deal closer

Strategy
- Identify performance gaps that can be covered by GEODIS
- Transform understanding and problems identification into action plans in line with targets

Project management
- Experienced in managing tenders for complex businesses in an international environment

International
- Experience in understanding and leading multicultural teams

Functional Management - Management of project teams
- Organize and lead customer teams

Technical Knowledge - Understand supply chain processes
- Ability to understand customer desires to formulate a supply chain solution

Personal attributes
- Intellectual curiosity / Openness
- Leadership / Perseverance / Autonomy
- Analytical mind and ability to understand complex problems
- Enthusiasm / Positive Attitude
- Ability to listen / Empathy
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