Chief Commercial Officer

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.

MISSION: The Chief Commercial Officer (“CCO”) drives the development and execution of a commercialization strategy in line with business plan. The CCO builds a commercialization infrastructure and organization to drive market adoption of the company’s products and be responsible for business, revenue & market share growth. The CCO takes a global perspective on market opportunities, leads and prioritizes commercial action plan, making sure that all functions of the organization are aligned to meet its strategic commercial objectives. The CCO will report to Horn of Africa Cluster Managing Director.

JOB LOCATION : HOA CLUSTER CCO will be based in Ethiopia

SCOPE OF RESPONSABILITIES: Horn of Africa Cluster includes Djibouti, Ethiopia, Eritrea and Somalia , the Cluster CCO will report to Cluster MD directly and will cover following responsibilities for the all agencies within HOA Cluster:

Area of responsibility: Business Management

To drive, develop and maintain an export & import sales strategy in line with business plan & budget in order to ensure profitability and market share steady growth;
To build the budgets related to products and services under the scope in line with key stakeholders and have ownership to materialize goals set;
Responsible to prepare, provide all required marketing / commercial reports on timely manner to cluster MD , Regional or Head office.
Following and achieving commercial KPIs set by management for all cluster agencies.
To ensure an adequate sales infrastructure and organization to drive market adoption of the company’s products;
To take a global perspective on market opportunities, lead and prioritize sales actions making sure that all functions of the organization are aligned to meet its strategic commercial objectives;

To evolve, to manage change effectively, to drive forward sales practices tailored to a constantly changing customer and dynamic market environment also using technology and data to trace opportunities, measure activities, understand and satisfy customers upon protecting group’s interests;

To report key information at executive level to
upper management about market trend, opportunities or any other relevant information on a regular basis, as well as lead specific campaigns whenever required;
To identify pro-actively improvement opportunities looking to enhance process, increase operational performance and productivity, provide cost saving and quality of service delivered;

Expected Results:

To drive successfully the commercial strategy in a dynamic scenario full of changes interacting with products and services in more ways than ever in order to deliver products and services to customers focused on growing with high profitability levels in line with budget and business plan in an environment full of transformation.

Area of responsibility: Team Management

To steer and animate the sales network by aligning, adjusting and implementing initiatives in anticipation, in order to achieve successfully objective set;
To set specific targets for all direct associates, e.g. sales managers / executives, challenge and measure performances taking all necessary corrective actions towards achieving successful results. To ensure a cascading effect for the entire commercial organization in order to have all layers following the same “modus operandi”;
To provide regular and structured feedback to staff, including evaluation for merit;
To coach and train sales managers / executives in order to ensure high level standards in the leadership organization, also promoting the cascading effect all levels commercial organization;
To identify potentials and work with HR about a preparation for career growth, including a succession planning;
To promote training sessions (external & internal) based on present and future scenarios, demands, enabling to have commercial staff prepared and motivated for missions, e.g. e-commerce tools, presentation skills, integrated logistics in the supply chain, consultative selling, etc;

Expected Results:

To succeed on steering and developing commercial staff in a dynamic, volatile, uncertain, complex and ambiguous by managing an endless demand, by determining on how to balance their time and energy across all the critical initiatives, as well as, to keep the commercial troops animated and prepared to break daily paradigms towards succeeding on achieving goals set.

Area of responsibility: Relationship with Customers, external & internal stakeholders

To build a consistent relationship with key customers at senior level, be a reference, ensure a strategic relationship to create opportunities to enlarge strategic alliances thru developing opportunities for the group;
To ensure a steady relationship with all stakeholders focused on achieving the best results for the group;
To represent and promote company in relevant events as trade fairs, seminars, events promoted by customers and/or official entities related to our business segment;
To act as a facilitator for transversal tasks like charging biggest financial debtors in order to speed up the resolution of problem;
To communicate to official channels in the company, occurrences, practices or behavior not in line with company’s policy & values;

Expected Results:

To build strategic alliances with our strategic customers and stake holders, acting as a catalyst that delivers products and services to customers by keeping the growth with high profitability levels in line with budget and business plan in an environment full of transformation.

Area of responsibility: Group Sinergy

To lead initiatives to identify and propose businesses opportunities among the CMA CGM customer’s portfolio for the companies belonging to our group as CEVA and Mercosul Line;
To lead and follow up all with all stake holders, all joint initiatives among group’s companies involving commercial team CMA CGM, e.g. CEVA/C3 Brothers, cross selling activities, match back, among others;

Expected Results:

To implement successfully the concept of integrated logistics for customers, creating added value and expanding the strategic alliance with customers.

EDUCATION & EXPERIENCE REQUIREMENTS

Degree: Bachelor´s Degree (or above) in Business Administration, Shipping/Logistics or related. MBA desirable.
IT and System Requirements: Good level of Microsoft Office, CRM tools.
Language: English (fluent ) , French is a plus.
Experience: Minimum 10 years experience in Container Shipping Line, including 7 years as Senior Commercial Leader.

Come along on CMA CGM’s adventure !