Outside Sales

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.

Role

Develop and manage a customer portfolio in accordance with Agency Business Plan Management; Sell products and services related to it, while promoting Group image and values. The overall goal is to grow the business, improve the customer experience and increase the loyalty factor of our key customers by building strong relationships with them and providing a great (customer) service.

Responsibilities

Account Management

• Overall result responsibility for a portfolio of accounts that are considered as key accounts for CMA CGM Belgium. This applies for all trades and for export, import and cross trade

• Plan and conduct face-to-face meetings in accordance with commercial plan, customer segmentation model and overall trade objectives

• Identify – each year – 5 new target accounts and build strategic plan how to secure their business

• Provide short term and long term sales forecast for portfolio

• Update sales tool kit

• Ensure that each account always have competitive rates on file and that all agreed rates are filed correctly in ourr systems

Follow up on tenders

• Gain customer knowledge by building account plans for key customers reflecting their potential, strategic value for CC and specific service needs

• Act as an ambassador for non-controlled volume accounts that are assigned to your portfolio

• Agree upon customer allocation needs and coordinate this with Trade Management

• Set sales targets for each customer (incl. concrete action plans how to achieve) and coordinate this with Trade Management

• Open communication and strong interaction with Trade Teams (HO/Local) as well as with Sales Support Team

CGM-CGM+ (Value Added Service) Selling

• Sell Group products and services and Non-Maritime products (such as e-commerce, Value Added Service, intermodal, CEVA) in compliance with the pricing policy

• Create transparency on initiatives taken to drive the sales of these products

Performance Monitoring & Reporting

• Ensure update of commercial data in the information system

• Monitor and follow up on customers performance by using data analytics

• Create high quality visit reports and file them in CRM (Salesforce/Nova)

• Identify customer’s volume potential and update this in Lisa MID

• Report results, developments and sales activities on a regular basis to Sales Management

Meetings

• Participate in sales meetings as defined by Management

• Selectively participate in calls/meetings with Trade Management in HO Marseille

• Joint customer visits to or with HO Marseille

• Participate in commercial events and develop a professional network within her/his commercial area

• Attendance of trade fairs and maritime conferences

Please ensure you are familiar with the CMA CGM Corporate Internal Mobility guidelines