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ID:  118561
Location: 

Washington. Dc, US

Sr. Director Government Trade

APL, one of the worlds leading ocean carriers, offers more than 90 weekly services and call ports in over 50 countries worldwide. We provide container transportation through our international shipping network which combines high-quality intermodal operations with advanced technology, equipment and e-commerce. APL is part of the CMA CGM Group, a leading worldwide shipping group founded in 1978 by Jacques R. Saade. CMA CGM has a global presence thanks to its numerous vessels calling various ports all over the world. CMA CGM has grown continuously, and has been constantly innovating to offer its clients new sea, land and logistics solutions. Headquartered in Marseilles, the Group has employees all over the world in hundreds of agencies. With over 160 years of experience, APL has the knowledge and the expertise to help our customers grow their businesses and negotiate in an increasingly complex and ever-changing global marketplace – whether that is venturing into new territories or growing in already developed markets.

 

1. Summary Description

Candidate will play a key role in managing and driving the organization in the development of new business for the Government Trade.  He/she will be responsible for identifying, evaluation, bid response, submission and ultimate capture of bid opportunities within the government sector and will assist in future business development.  Candidate will have direct responsibility for creating new revenue streams including but not limited to warehouse, distribution, procurement and airfreight.  Sr. Director will maintain close business relationships with other trade groups, partnered companies and government and have direct pricing responsibility to help grow the trade.  Candidate will need to ensure people development and demonstrated effective integrity by consistently acting courteously with customers, co-workers and vendors.

 

2. Key Result Areas

Individual performance measures (KPIs) required of the job that align with company goals and ensure accountability for the delivery of measurable results and clear linkage to the Performance Management Process (PMP)

 

Keys Results (KPI’s)

Result Measurement (Metric)

  • Business development

 

  • New account acquisition
  • Farming new RFP from Government data base to uncover new business opportunities
  • Develop new revenue streams
  • Network within business trade groups, US Government Agencies and customers
  • Capture management
  • Procurement
  • Contract management

 

  • Government Contract Compliance
  • Contract maintenance at commitment levels
  • APL market share

 

  • Increasing market share in the Government sector
  • Trade financial targets

 

  • Assist in exceeding Vol, Rev, and Contribution targets
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What sorts of problems are typical for the job?

What decisions are required and what references/guidelines are used?

 

What decisions are required to be referred to supervisors?

Identify new business opportunities

Networking and monitoring Government bids for multiple agencies.

Determine which opportunity is within the scope and strategy of APL CEVA Government Logistics

Manage business development opportunities

 

Monitor and maintain target business

Determine which bids are feasible and profitable.

Trade strategy changes

To discuss with the trades or the customer to drive necessary changes

To provide solutions to the key customers and to gain trade support

Operational issues

To come to a feasible solution for the customer

Where there is a cost concern in supporting the customer

Moderate customer complaints

 

Need to work with other departments and regional sales management, handle the complaints correctly

When the customer is not satisfied

 

Education/Experience, skill sets, desired competencies;

Required Education

Bachelor’s degree required (MBA preferred)

Experiences

  • Over 15 years industry experience (Business Development, Government, Sales, Trade or Operations preferred)
  • Relationship with US Government Agencies
  • Government capture management experience
  • RFP response

Skill Sets

  • Selling skills
  • Market knowledge
  • Good Negotiation/ Analytical/presentation skills
  • People management skills
  • Communicating skills & ability to influence others
  • Resource planning and allocation
  • Customer focus
  • Contract Management
  • Strong execution skills
  • Judgment and sound business decision-making
  • Strong knowledge of PowerPoint, Excel, Word essential

 

Language Skills

  • Multi-cultural people management skills

APL is an Equal Opportunity Employer/Minorities/Female/Disabled/Protected Veteran/Gender Identity/Sexual Orientation.

Alternative application methods are available for individuals who are unable to use or access our online application system.    For assistance, please contact us at Applicant_Assistance@apl.com.

 

 

 

 

 

 

 

 


Nearest Major Market: Washington DC

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