Head of Technologies Vertical, APAC

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.

Summary
As Head of Technologies Vertical, APAC, you will be responsible for the business development and performance of CMA CGM Strategic and Large customers of the "Technologies" industry vertical market. You will create vertical strategies, including value propositions to provide an outstanding customer experience to drive the industry vertical and all related accounts, by supporting and animating the network of Global Key Account Managers located all around the world, across all CMA CGM Shipping Divisions, regions, trades and products and the subject matter expert for the shipping business.

To excel in this role, you are required to have a 360 vision of the vertical to identify key challenges and opportunities to work on strategics stakes.

Main Responsibilities: 
Vertical strategy and Value Proposition

• Define vertical strategy and annual Budget, with the support of VP Global Sales
• Act as a vertical ambassador and subject matter expert for the shipping business, by capturing vertical insights from Market Intelligence and other Internal Stakeholders ( RCCO, Lines, etc..) and directly from customer, industry affiliates, and/or fairs.
• Share vertical trends within the Group i.e. Commercial, Lines, Product Lab/VAS and participate in the value proposal creation and ensure alignment with vertical market trends.

 
Business Development

• Accountable for the “global” customer segment within the vertical market, overseeing all trades, products, and brands.
• Ensure strong account plans are built for all customers within the vertical market (in Nova Business), embodying the vertical strategy.
• Develop strategic partnerships with customers of the vertical market, acting as an escalation of Global Key Account Management (GKAM) both with the Group and the customers.
• Secure group competitive advantage by sharing feedback on the market, including rates, competition activities, market conditions.
• Responsible for one account within the vertical, including Tender negotiation and VAS/Cross Sale promotion.

 
Performance Management and Customer Satisfaction

• Drive vertical market performance by ensuring customers meet committed level of awards and proactively address market growth or downturn. 
• Ensure Data’s CRM completeness and accuracy to maximize the tool capabilities to manage vertical market sales pipeline i.e. activity, tender, lead and opportunity, customer contact.
• Inform stakeholders of required process improvements to ensure customer satisfaction and smooth business operations.
• Ensure GKAMs reach and/or over perform on all commercial KPIs and provide regular feedback to the hierarchical management i.e. co-definition and co-review of objectives.

 
Leadership, Teamwork, Team Engagement, Communication 

• Participate in creating a vertical market community and culture for the global sales team in Head Office, Regional Office and Countries to ensure efficiency, best practice sharing, expertise sharing and innovation. 
• Provide support to VP, Global Sales to plan and conduct commercial seminars with focus on vertical. 
• Provide support and guidance to GKAM network via regular touchpoints via weekly team meetings and/or one to one coaching when required
• Conduct bi-yearly reviews with GKAM to lead career management

 
Minimum Requirements:

• Master's degree in International Business and at least 10 years' of experience in sales activities, including 5 years' of experience with strategic accounts. 
• Proven expertise and ability to understand market trends, Vertical business model and specific supply chain operations.
• Experience in stakeholder management, ability to set clear direction and priorities, and motivate others to take part in a worldwide sales community.
• Proven track record in building customer relationships and delivering results with strong influencing and assertive skills while being able to set strategies.

**This role is opened for local employment only.

**Salary package (local) & job title shall commensurate with experience.
**Kindly note that only short-listed applicants will be contacted.

** By applying for this role, you hereby consent to the CMA CGM Group collecting, processing and using any personal information you submit, for the following purposes: 
(i)    To process the application for the role being applied for; 
(ii)    To process the application for other open positions within the CMA CGM Group which may be suitable to you; 
(iii)    To conduct necessary reference checks; and 
(iv)    Any other purpose related to one or more of the above.

You further consent to the CMA CGM Group retaining such personal information for a period of two years following your submission thereof, so that we may consider you for other open positions within the CMA CGM Group which may be suitable to you in the event that you are not selected for this role. 

NOTICE TO THIRD PARTY AGENCIES:  Please note that CMA CGM Group does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, CMA CGM Group will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, CMA CGM Group explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of CMA CGM Group.

Come along on CMA CGM’s adventure !