Global Key Account Management Director

CEVA Logistics is one of the leading logistics companies globally, with over 1,500 facilities in more than 170 countries offering a complete range of contract logistics, freight forwarding, transportation and distribution management services. It offers supply chain support, along with logistics consultation, industry specific customization, global level freight management and system implementation. 
 
At CEVA, we put people first and we strive for better ways in everything we do; our culture is embodied by Boldness, Imagination, Exemplary and Excellence. With these values at the core of our business, our workplace employs 110,000 diverse, cohesive team members who hold each other accountable and encourage each other to create a safe, and inclusive work environment.

YOUR ROLE

 

Account Management: Ownership of total CEVA Global business relationship with dedicated sector specified customer; aligning all business and financial commitments and company resources to success.
Customer Growth: Identify, develop, sell, initiate and provide operational oversight to increase CEVA business with assigned accounts
Ensure Customer Retention: Retain current business in all geographies.
Customer Relationships: Expand relationships to the “C” levels with the customer in executive levels, clusters, and different business units worldwide.
Negotiations: Lead and co-ordinate negotiations with the customer in all major contracts and opportunities.

 

 

WHAT ARE YOU GOING TO DO?

 

• Lead the development and implementation of account plan(s), including relationships building, key people coverage plans, opportunity prioritization, overall account strategy and a budget/target for business growth and development
• Identify and qualify opportunities for additional business. Develop qualified opportunities from ‘contact to contract’, together with the relevant Cluster Business Units (P&L owners). This is multinational effort demanding the ability to match customer needs to CEVA intellectual capital to practical application and development
• Own and drive account growth: make comprehensive development plan(s) for each aspect of the assigned account and update on regular basis. Get buy-in and approval for the execution of the account plans by working through and with BD Sector leaders and Executive Sponsors
• Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
• Manage P&L’s and accounts receivable from a global to cluster level across business lines to ensure customer obligations are met by both CEVA and the customer to the discipline of the commercial arrangements in place
• Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World.
• Provide regular reports, briefings and reviews as required within CEVA including to the Executive Board
• Develop plans to ensure the retention of current global business levels with specified accounts, preferably to a “no bid” level of confidence
• Build and strengthen relationships at “C” level with the client. Ensure relationships are developed at all relevant levels and geographies in the client organization by involving the CEVA global team. Responsible to fix and/or escalate issues to CEVA top management when appropriate and/or required
• Create input for annual budget cycle from the approved account plans and take responsibility for the delivery of the related targets for CEVA and customer benefit
• Manage the investment proposal, ICAP preparation and ROI considerations for new ventures and then work through MDs or designates to hold all CEVA accountable to approved levels of commitment
• Demonstrate and provide confidence regarding C&R expertise, including input to supply chain, business strategy and impeccable execution
• Be the Senior point of contact for the assigned accounts for any normal and customary business requests. Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector leaders to ensure they are properly trained on the strategy and status of the account.

 

 

 

WHAT ARE WE LOOKING FOR?

 

• Master’s degree advantageous
• Specific logistics and or multi-national focus
• The role requ