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.
Job Summary:
This position is responsible for driving business growth, increasing sales, and maintaining strong client relationships within the shipping and logistics industry. The role involves managing a sales team, identifying new business opportunities, negotiating contracts, and ensuring the company's services meet client needs.
Key Responsibilities:
- Sales Strategy & Planning:
- Develop and execute a comprehensive sales strategy to meet company revenue targets.
- Develop and maintain an import/export business action plan and implement management tools to follow sales teams’ performances
- Identify new market opportunities, both domestically and internationally, and expand the company's customer base.
- Analyze market trends, competitor activities, and customer feedback to refine sales strategies.
- Forecast sales targets and track performance against goals.
- Client Relationship Management:
- Build and maintain strong relationships with existing and potential clients, including shipping companies, freight forwarders, and multinational corporations.
- Understand client needs and provide tailored shipping solutions to ensure customer satisfaction.
- Resolve client issues promptly, addressing any service concerns or challenges.
- Team Leadership & Development:
- Lead and mentor a team of sales representatives, ensuring their professional development and motivation.
- Set performance goals for the team, monitor progress, and provide feedback and coaching.
- Conduct regular sales meetings and provide training on product offerings, sales techniques, and market trends.
- Sales Presentations & Negotiations:
- Deliver compelling presentations to potential clients to secure new business.
- Negotiate contracts and pricing with clients, ensuring terms are mutually beneficial and align with company objectives.
- Collaborate with the operations team to develop customized shipping solutions that meet client specifications.
- Market Research & Competitive Analysis:
- Stay informed on industry trends, regulations, and technological advancements in the shipping and logistics sectors.
- Analyze competitors' offerings, pricing strategies, and market position to enhance the company's competitiveness.
- Attend industry events, conferences, and networking opportunities to represent the company and stay ahead of market trends.
- Analyze market statistics on a regular basis and report to the General Management and teams based in Head office.
- Reporting & Data Analysis:
- Prepare regular sales reports, including performance metrics, forecasts, and insights on customer behavior.
- Monitor key performance indicators (KPIs) such as sales volume, revenue growth, and customer retention rates.
- Ensure accurate CRM data entry and maintenance.
- Collaboration with Other Departments:
- Work closely with the operations, logistics, and customer service teams to ensure seamless execution of customer orders and timely delivery.
- Coordinate with the finance team to ensure pricing, invoicing, and payment terms are accurate and aligned with the company’s policies.
- Business Development & Networking:
- Actively seek out new business opportunities by networking with potential clients, partners, and industry stakeholders.
- Engage in strategic partnerships and collaborations to expand the company’s market reach and offerings.
- Manage the commercial network directly and transversally, while respecting business objectives and implementing corrective actions when necessary
- Promote products and services to customers and prospects
Skills & Qualifications:
- Education: Bachelor’s degree in Business, Marketing, Logistics, or related field. A Master’s degree or professional certifications in shipping/logistics is a plus.
- Experience:
- Minimum of 5 years of experience in sales, with at least 2 years in a managerial role, preferably in the shipping or logistics industry.
- Proven track record of achieving sales targets and driving revenue growth.
- Strong knowledge of shipping, logistics, transport services, port/ country regulations, legal and customs regulations and market practice.
- Skills:
- Excellent leadership and team management skills.
- Strong communication, negotiation, and presentation skills.
- Ability to analyze data and prepare detailed reports.
- Personal Attributes:
- Highly motivated and target-driven with a passion for sales.
- Strong organizational and time-management skills.
- Ability to work under pressure and handle multiple priorities simultaneously.
- Professional appearance and demeanor.
- Fluent in English (additional language skills are a plus).
- Good interpersonal skills, proactive thinking, customer service oriented, sales techniques knowledge, commercial relations and business intelligence.
Come along on CMA CGM’s adventure !
