Manager, Sales Development (SNVO) Located in Norfolk, VA

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.

 

Position Summary:

 

This position is responsible for managing a sales development team for a Commercial region. This includes proactively supporting all sales activity including all reports, customer presentations and customer sales inquiries.  This position will manage the sales development team's activities as they relate to contracts for the region by proactively addressing expiring bullets and ensuring proper constructing and filing of agreed T&C and rates as per specific agreement.

 

Responsibilities:

 

Manage / Lead

• All manager responsibilities for direct reports, including hiring, training, coaching / counseling, discipline and general management of the team.
• Staff coverage – Ensure proper coverage at all times to include gaps in hiring, PTO, etc.
• Run and consolidate all management reports – KPI Reports, absence reports, overtime reports, etc.
• Ensure team follows established processes/procedures.
• Participate in sales meetings and customer meetings when required.
• Set weekly / monthly priorities with Regional Sales Directors and direct reports.
• Manage team performance through ongoing discussions, goal setting and the PMP process.
• Adherence to all mandated deadlines.
• Perform ad-hoc research and projects for senior l

 

Market Growth and Development

• Promote line/trade initiatives to include campaigns, vessel shortfalls, and priority services.
• Work with customer segment team on opportunities to grow customer profile.
• Guide team to develop and maintain customer and trade-lane specific business plans to achieve or exceed weekly volume budgets by service.
• Promote/Sell value added service products to targeted customers.
• Promote eBusiness initiatives.
• Complete customer visits when necessary
• Coordinate direct marketing material distribution.

 

Rate/Contract Management

• Overall knowledge of services of Import/Export and ensure that all information is available to communicate on negotiations of rate(s) with line / trade management on behalf of the customer / field representative within departmental guidelines
• Able to set up quotes and prepare contracts/SQ as required and ensure team is compliant with requirements as specified.
• Follow up of rates thru dashboards with trade / line management to include written /verbal follow up with external customers.
• Ensure compliance and proper filing of GRI, PSS, RRI, Shipper pools, etc.
• Track customer MQC trend for all contracts in the region and communicate performance to Sales/RVP
• Monitor and track expiring bullets, MQC shortfalls, and expiring contracts for the region and communicate status to sales team.
• Prepare contract for filing and ensuring proper contract construction for FMC filing.
• Assist with service contract amendments onto required format for processing.
• Follow Out for Signature process
• Maintain Third party applications (i.e. GTN, Combinet, Bravo...)
   

Customer Experience

• Ensure Customer onboarding process is followed for the region.
• Assist in dispute and collection efforts
• Ensure team is processing email communications in a timely manner for all commercial related inquires.
• Act as an escalation point for commercial related inquiries.
• Maintain library of information to include pricer list, routing maps, Trade Changes, etc.
• Respond to customer inquiries regarding new opportunities using the trade guidelines. 
• Serve as the single point of contact for respective End Users for system-related support as well as SKU for information distribution.

 

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