Commercial Manager - Project Logistics (Industrial Projects and Energy Solutions

As a global organization, and as part of the CMA CGM Group, diversity is critical to our business success; only when we can reflect the cultures, languages, behaviors and local knowledge of our customers, we can succeed. By employing people with different experiences and abilities, we expand our knowledge and increase our creativity and innovation. 

Please note:  Legitimate CEVA Logistics recruitment processes include communication with candidates through recognized professional networks, such as LinkedIn or via an official company email address: firstname.lastname@cevalogistics.com. We recommend that you do not respond to unsolicited business propositions and/or offers from people with whom you are unfamiliar.

Commercial Manager – Project Logistics (Industrial Projects and Energy Solutions

YOUR ROLE

The Project Logistics Operations Manager is responsible for ensuring the daily tasks of the operations staff are completed to or above the standards set by Key Performance Indicators (KPI’s) and guaranteeing shipment files are complete and compliant. The role will ensure all service expectations for Key Accounts are met or exceeded, while confirming all regulatory and corporate requirements are fulfilled at all times.

The position is required to support the business development process by delivering back up support through identifying and preparing sales quotations that are developed at winning and keeping profitable business while also working closely with the BD team on developing new business and farming existing accounts.

Close cooperation with IP&ES stakeholders, products and country management is essential.

WHAT ARE YOU GOING TO DO?

• Develop and implement commercial strategies aligned with company goals and market trends.
• Identify new business opportunities and market segments to expand services.
• Manage and grow (volume & profitability) a portfolio of assigned regional key customers in all commercial aspects
• Responsibility for business retention and growth targets (financial & volume) within the assigned vertical market in IMEA, across all logistics/transport modes
• Identify, pursue and close new business opportunities with existing regional accounts and new potential customers
• Lead the business acquisition, solution design, implementation and development of new defined multinational customers within specific industry segment.
• Prepare proposal library specific to each country requirements to respond RFQs and RFIs as well as vendor registration with relevant EPCs and contractors.
• Securing and onboarding new customers/ clients
• Manage client fundamentals such as SOPs, billing topics, reporting, operation and customer KPI monitoring, contract management, Account mapping/Key Account Development Plan etc.
• Prepare and manage customer QBRs/MBRs professionally and support improvement initiatives for client’s supply chains
• Support and guide IMEA country management and KAM/Sales teams in managing and developing global and regional key account business successfully
• Cooperate and ensure information exchange with local, regional and global key account teams
• Ensure close communication and alignment on strategy, target development and achievement with relevant IMEA countries and product teams.
• Undertake cross selling and upselling within existing customer base to further develop account potential through airfreight, sea freight, road freight, value added products and contract logistics.
• Streamline project strategy in IMEA regions along with the potential customer database.
• Prepare proposal library specific to each country requirements to respond RFQs and RFIs as well as vendor registration with relevant EPCs and contractors.
• Develop and maintain relationship with vendors in all across the region.
• Undertake sales presentations to customers and business communities to present CEVA and its products and services.
• Ability to articulate issues, present "pros and cons" and provide solutions at the board level.
• In-depth knowledge of transportation, logistics and supply chains services and operations.
• Knowledgeable of domestic and international regulatory compliance laws and regulations related to the transportation of various cargo, including heavy-lift and oversize.
• Represent the company and its policies to the clients which are defined as “Strategic Accounts”. Define & follow up KPIs for the Strategic Accounts.
• Develop SOP’s for Strategic Accounts in association with Customer Service Manager to detail all processes, rate structure, capturing of customer identified KPI’s.
• Undertake sales presentations to customers and business communities to present CEVA and its products and services.
• Maintain close working relationships with the Customer Service, Operations and Contract Logistics team.
• Focus on winning and keeping profitable business.
• Work with the pricing team to ensure new business / RFQ wins.
• Adheres to all company policies, procedures and business ethics codes.
• Perform other duties as assigned by the Regional Head of Project Logistics

WHAT ARE WE LOOKING FOR?

• Relevant Bachelor and/ or Master’s degree or equivalent
• Minimum 15 years of experience in logistics in the Middle East / GCC Region with specific exposure to Commercial & Sales Development
• Detailed knowledge of logistics services (Project Logistics, Air & Ocean, Ground & Rail and Contract Logistics) and understanding of supply chain management in specific industry segments
• High degree of work flexibility and willingness to travel
• High level of attention to detail well developed influencing, negotiating and consulting skills.
• Good organizational and prioritization skills.
• Outstanding interpersonal competencies, and cultural sensitivity
• Strong business acumen, result-focused business approach
• Excellent communication, mediation and presentation skills
• Focus on business development along with strong “selling” ability
• Positive and convincing attitude, as well as an empathetic, motivating personality
• Strategic and conceptual thinking with good problem-solving skills
• Ability to handle/manage conflicts with internal and external parties
• Ability to work both independently and collaboratively across cultures and geographies
• Excellent command of English/Arabic language (verbal/written).