Job Description

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.

Reporting directly to the Chief Commercial Office (CCO), the Sales Managerleads and guides the sales team to achieve volume and revenue targets and exceed customer expectations. They develop and execute sales strategies, provide coaching and support to sales representatives, and collaborate with other departments to ensure the company's products or services are effectively positioned in the market.

Leadership Management, Coaching and Commercial Governance

• Driving sales/commercial team to achieve upward performance from their respective clients in terms of volume support and revenue generation
• Communicate trade strategies, pricing frameworks, and product changes clearly and timely to commercial teams.
• Coach and manage sales team through regular meetings and joint visits / calls with sales staff
• Make sure the team is fully able to sell maritime and non-maritime products as per CMA CGM strategy
• Develop and maintain business action plan & objectives, implement management tools
• Follow up of on team performance through the corporate dashboards and propose corrective measures in necessary (underperforming segments/customers/commodities and propose corrective action plans)
• Demonstrates effective leadership by setting clear expectations, holding regular 1-to-1s, and coaching team members towards performance improvement
• Take ownership of results, escalates issues early, and follows- through commitments

Shipping Volume Growth Management

• Sales visit qualification & prioritization by establishing disciplined, forward-looking visit planning aligned to commercial priorities (NOVA CRM system)
• Visit new and existing customers regularly to develop and maintain strong, long-term business relationships. Key objective on growing account and CMA CGM share of wallet.
• Identify, prospect, and secure new customers across key trade lanes and verticals (importers, exporters, NVOCCs, freight forwarders, BCOs).
• Implement, execute, and achieve the sales plan in line with the company’s commercial strategy and goals.

CMA CGM +

• Promote non-maritime value-added services (VAS) to existing and potential customers.
• Proactively identify, track, and close VAS opportunities to meet revenue targets

XSELL

• Promote cross-selling opportunities and collaborate with CEVA Logistics when required to provide integrated logistics solutions.

Intermodal

• Promote intermodal transport solutions as part of CMA CGM’s end-to-end service offering, both pre-carriage and on-carriage volume

Market Intelligence and ad hoc studies

• Analyse market trends, competitors’ capacities and pricing, and customer behaviour to identify opportunities and risks
• Keeping up with market trends and developments while identifying segments to further grow
• Propose commercial strategy for the Group to expand CMA CGM footprint for non-maritime and maritime products.
• Coordination with Head and Regional Office for operational and commercial support while sharing trade-related information timely

Requirement:

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