Key Account Management Manager Greater China

CEVA Logistics provides global supply chain solutions to connect people, products and providers all around the world. Present in 170 countries and with more than 110,000 employees spread over 1,500 sites, we are well on our way to achieving our vision: to be a Top 5 global 3PL.

We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement.

DARE TO GROW! Join CEVA Logistics, and you will be part of a team that values imagination, encourages boldness and exemplarity, and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics as we become a global leader in the logistics industry. As we continue growing at a fast pace, will you “Dare to Grow” with us?

YOUR ROLE

• To increase our revenue and freight and/or logistics volume by signing large profitable contracts with customers.

• Raise our service commitments to bring value and meet specific client needs within the industry.
• Overall structure the development strategy of said vertical.
• Engage clients in sustainable solution bringing saving on overall CO2 emission.

Constant coach of team member and monitor their performance.

WHAT ARE YOU GOING TO DO?

Strategy and overall governance

• Cluster responsibility to develop major key customers within the Vertical Market Fashion & Luxury, Perfume & Cosmetic and Healthcare, including annual planning for revenue, volumes, GP and DSO/AR in line with the agreed target budget.
• Responsibility for vertical growth, including strategy mapping, account penetration, active customer relationship management and business improvement initiatives - this includes a strong understanding where specific capabilities need to be developed to meet customer expectations.
• Act as the bridge between strategy and operations, is responsible for establishing and for planning projects, initiatives, policies and/or program changes that are necessary to support the strategic goals established at higher levels.
• Team management and coach of KAM and BD performance.

Business Development

• Present a strong Pipeline / HiPo list on a monthly basis - to prepare offerings and work on customer relationship at an early stage.
• Manage and oversee own personal and team sales opportunities.
• Manage the teams to develop strategic relationships and expand business within specific networks, organizations, and associations.
• Attend customer meetings to promote specific vertical Value-added services.

Account Management

• Identify and cultivate close relationships with key customer and account contacts.
• Developing, organizing, and managing regulatory compliance and quality process controls, KPI and Performance Measurement, as well as Reporting Processes to meet internal and external industry requirements.
• Point of escalation to customer related service and quality issues of high importance.
• Driving the contract management process and integrates subject matter expertise about legal, risk, compliance, etc.

Network Engagement and communication

• Close engagement with the GAM/RAM and VM Heads for alignment and guidance into the strategy.
• Strategically partner with all relevant internal country organizations, divisions and business units to ensure aligned business development and consistent service.
• Build up a strong internal network with BUs, Global Tender Management and Pricing as well as other needed stakeholders.
• Facilitates cross-functional communication and education to ensure awareness of the vertical capability within the entity and beyond.

Marketing and Solutions

• Identify and search for potentials service needs and develop across the BU’s innovative and profitable solutions to complex and sensitive logistics issues of the Fashion & Luxury, Perfume & Cosmetic and Healthcare.
• Overseas market research, monitor competitor’s activity, and identifies customers supply chain trends.
• In collaboration with Marketing Services teams: Establish new and creative multi-channel marketing campaigns to support the sales and account teams to deliver on annual revenue goals. Work closely to monitor campaign performance and optimize campaigns. Develop customer-facing materials.

WHAT ARE WE LOOKING FOR?

• 10 years of experience in 3 PL industry for KA customers manager and business development.
• Good team management skills
• Good interpersonal skills.
• Goal oriented individual, motivated self-starter with excellent organizational skills and ability to multi tasks.
• Good negotiation skills.
• Good verbal and written communications skills in both English and Chinese.
• Must have a natural excellence in communication.
• MS Suite proficient.
• Capacity of analysis and synthesis.
• Knowledge and experience in sales in 3PL industry.
• Operational experience (sea, air, or CS) is a plus.

WHAT DO WE HAVE TO OFFER?

With a genuine culture of reward and recognition, we want our employees to grow, develop and be part of our journey. We offer a benefits package that includes competitive annual leave entitlement, pension, health, and life assurance. There’s no doubt that you will be compensated for your hard work and commitment so if you’d like to work for one of the top Logistics providers in the world then please do get in touch to find your next role.

ABOUT TOMORROW

We value your professional and personal growth. That’s why we share plenty of career opportunities for you to thrive within CEVA. Join CEVA for a challenging career.

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 unfamili