Key Account Manager

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

 

Primary sales contact for the Western Region responsible for meeting or exceeding budgeted volumes and contribution covering the East/ West trade lanes, inbound and outbound for a select number of Strategic NVOCC accounts.

 

ESSENTIAL DUTIES / RESPONSIBILITIES

 

• Develop and maintain customer & trade-lane specific business plan to achieve or exceed weekly production quotas.
• One of the position’s main responsibilities is to foster close relationships with the branch level offices of the Strategic NVOCCs. These relationships should lead to increased sales opportunities from the branch offices. Also, the role is the main point of contact in conjunction with Customer Care to resolve any issues that may arise for the Strat NVOs.
• Pre-plan & manage sales territories ensuring that an average of 15 sales calls per week are made excluding required management meetings, holiday & vacations.
• Utilize travel & customer entertainment budget to augment customer relationships & business plan achievement.   
• Ensure push & pull sales follow up occurs after each customer sales calls detailing the results of your sales coverage.  At a minimum, each sales call should generate at least one follow up email or correspondence
• Timely response to all emails, memos, or other requests for information within agreed upon standards which are as follows:
• Acknowledge & provide follow up to all emails or voice mail messages within 24 hours.
• Acknowledge sales leads within 2 days with sales follow up occurring within 5 working days.
• Business cell phones must be on from 8am – 8pm.  Associate shall also be available during these times in case of urgent matters.
• Email and voice mails announcements must be updated to reflect availability.
• Prepare & complete required CRM reports which include but are not limited to the following reports.
• Weekly KPI territory report outlining major events in the sales territory, competitive development/actions, market rates, trends, new business secured or generated, business lost with explanation of why, customer feedback, quality of our service, other issues, and including any issues with the following departments:  operations, finance, documentation, customer service.
• Weekly Expense Report
• Manage regions sign up and engagements of clients for utilizing e-services. 
• Participate in weekly sales meetings with Regional Sales Management & Strat NVOCC Sales Management to review customer performance and priority services for CCA.

 

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED

 

• Good computer skills: Word, Excel, Power Point
• Good communication & interpersonal skills
• Excellent problem-solving skills
• Ability to work independently
• Strong negotiation skills
• Ability to handle multiple tasks simultaneously

 

EDUCATION AND EXPERIENCE REQUIREMENTS

 

• Bachelor’s Degree o