Head of Commercial, Project Logistics, APAC

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 proud 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.

At CEVA Logistics, we Rise in Motion.  Your career is always on the move, growing as fast and as far as your ambition takes you. Join a global team of nearly 200 nationalities, shaping the future of global trade, moving essential goods, forging new paths, and pushing boundaries to serve an ever-changing world. The pace is fast, the challenges are real, but the rewards are greater: growth, purpose, and the chance to make a meaningful impact. This is more than a job. It’s a journey on which you rise. 

YOUR ROLE

The position will be accountable for engaging and onboarding predefined new accounts into the CEVA Project Logistics division in addition to driving the Project Logistics business development community within APAC in order to deliver our annual targets. All regional KAM & BD roles will report directly to the Regional Commercial Manager.

WHAT ARE YOU GOING TO DO?

•    Identify business opportunities and generate profitable direct sales in both new and existing accounts that meet and exceed revenue goals relating to the portfolio of customers assigned, controlled and payable within the APAC region 
•    Overall ownership of the APAC business pipeline
•    Ability to understand unique customer supply chain requirements across all CEVA Project Logistics subsectors
•    Retention is mission critical to the role. Senior relationship management and service execution are two key components to insure account retention is achieved. Retain, grow portfolio of accounts across all product/service types within CEVA.
•    Prospecting for all potential opportunities and delivering compelling solutions, value and pricing
•    Develop and execute an Account Plan for the customer that will encompass a strategic roadmap defining multi-year growth, targets by product.
•    Ability to work in a matrix organization along with virtual teams & build strong internal relationships with Sponsor/Global/Regional/Sector team leaders as required for the account.
•    Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
•    Conduct regular business review meetings for all customers and drive meeting content to ensure operations, support and execution teams are present to support these reviews.
•    Responsible to communicate all expectations on these review meetings to the operations and support teams for implementation or improvements.
•    Develop a deep understanding of business streams of each customer and a detailed relationship map for each account designated using CEVA’s CRM system.
•    Leverage existing solutions to penetrate account growth and development (example: Use of case studies and key solutions within CEVA)
•    Work with implementation teams on new projects to ensure customer expectations are communicated. 
•    Work to define all customer reporting requirements with customer (Country/Regional/Global Levels and all KPI (Service Metrics) with customers to be reviewed in business meetings conducted.
•    Lead and work with customer to resolve all contractual and commercial decisions in compliance with CEVA policies and terms.
•    Accurate and timely update of all customer engagement activities and business development opportunities within C-View.
•    Perform other duties as assigned by the line manager

WHAT ARE WE LOOKING FOR?

• Bachelor Degree or higher education
• Forwarder / Airline and/or Ocean education
• Minimum 10 years of experience in the freight forwarding and contract logistics industry – Project Logistics experience essential
• Proven track record in Business Development / sales roles
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Proven ability to drive the sales process from plan to closure
• Proven ability to articulate the distinct aspects of products and services
• Knowledge regarding industry topics such as C2K, EDI standards, IATA rules, compliance etc
• Analytical and project management skills
• Operations trouble-shooting capability
• Excellent listening, negotiation and presentation skills
• Excellent verbal and written communications skills 

CEVA Logistics is proud to be an equal opportunity work place and an affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other characteristic. We are an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individual with Disabilities.