Senior Executive - Key Account Management Specialist

Key Account Management Specialist India

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 DESCRIPTION

Job Title                                       :             Senior Executive

Department                                :             Commercial

Sub Department                        :             Outside Sales – EXIM – GA

Reporting                                    :             Manager - GA

 

Role Summary:

• Develop Customers on EXIM for key GA Segment and act as support to GA Manager

 

Core Responsibilities:

 

• Identification of new customers and new businesses by existing customers under Key GA Segments
• Act as support for GA Manager in being first point of contact for all GA Accounts managed in India
• Develop and maintain business action plans and follow-up on sales Team performance.
• Analyze market statistics to identify growth opportunities.
• Coach team through regular meetings and joint calls /calls with sales staff.
• Prepare sales call plan for the week ahead – Every Friday (If Direct accounts Handled)
• Sales calls at new and existing customers’ premises – 10 Calls Weekly (Joint Calls / Sole if Direct accounts handled)
• Prepare sales visit reports (outcome of the meeting and action plan) – within the First Monday of Visit week+
• 1. (For Direct accounts handled)
• Propose volume potential to pricing desks in HO / RO followed by AQUA Contract quotation filing through Sales Support Team. (For Direct accounts handled)
• Generate Specific Opportunities for Non-Maritime businesses.
• Respond to Sales Leads assigned.
• Promote CMA CGM Group Services and Non-Maritime products (e-commerce, VAS, intermodal, CEVA…)
• Be supported by sales support team for Rates filing.
• Develop overall market share / turnover in accordance to commercial strategy / Develop new businesses
• Reverse Marketing / Sales Leads are mainly used to Promote Non-Controlled businesses out of India
• Comply with all NOVA Business KPIS regarding Maritime Opportunities, Sales Target, Shipping and Non Shipping Targets and any other new Targets given by commercial Management.

 

Key Performance Indicators:

 

• Min. 10 sales calls per week. (Joint or Solo) for Direct accounts
• Sales visit report within Monday of Visit week+1 (For Direct accounts handled)
• Fulfilment of Specific Opportunities KPI
• Compliance to ISO 9001: 2015 Quality Management system within the organization

 

Qualifications and Skill Sets:

 

• Min. graduate
• Min. Experience of 5 years in shipping industry
• Good written and verbal communication skills
• MS office skills
• Go-getter and pro-active approach
• Good analysis skills

Please ensure you are familiar with the CMA CGM Corporate Internal Mobility guidelines.

 

Experience Level

Senior Level