SENIOR OUTSIDE SALES

Headed by Rodolphe Saadé, the CMA CGM Group is the world leader in maritime transport and logistics, serving more than 420 ports worldwide 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 constantly innovating to offer its customers a complete and ever more efficient range of new maritime, land, air and logistics solutions.
Committed to the energy transition in maritime transport, and a pioneer in the use of alternative fuels, the CMA CGM Group has set itself the goal of becoming Carbon 0 by 2050.
Through the CMA CGM Foundation, the Group takes action during humanitarian crises that require an emergency response by mobilising the Group's maritime and logistics expertise to deliver 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 150,000 people worldwide, including 2,900 in Marseilles where its head office is located.

MISSIONS

• Sell maritime and non-maritime products as per CMA CGM strategy
• Maintain and develop the business in the assigned territory
• Prospect for new opportunities and develop new account while promoting services to customers

Help to develop, drive, and implement solutions to ensure a commercial excellence for the company’s productivity in the Cluster.

RESPONSABILITIES

• Commercial Development:
• Identify the commercial market opportunities, develop market shares and/or improve revenues according to commercial strategy.
• Plan and conduct commercial visits & phone calls as per sales segmentation and targets.
• Follow-up on quotations sent, expiring, not booked, customers lost and take actions on it.
• Update commercial data and customer feedback in CRM/Nova business (e.g but not limited to: Opportunities, lead, contacts…)
• Promote CMA CGM Group Services and Non-Maritime products (e-commerce, VAS, intermodal, CEVA…)
• Relay pricing requests from customers to Sales Support, relay other requests from customers to Customer Care
• Ensure customer is matching compliance rules at sales stage.
• Support Sales Director's business decision by conducting and monitoring commercial strategy within the department.
• Review and dispatch lead as per strategy defined at group level.
• Other tasks:
• Monitor the customer data in the owned territory (Partner codes clean up, contacts update …)
• Train and monitor the team adoption of sales processes and sales tools / Ensure that refresh trainings are regularly organized.
• Actively Participate in commercial meetings, identified projects.
• Analysis and Reporting :
• Monitor data in NOVA Analytics to improve and ensure data quality (visits, calls, leads, opportunities, contacts)
• Comment and conduct special studies by verticals / new business opportunities to the CCO, Agency Management and RO/HO
• Identify market, market development and prepare the reporting  
• Support the Sales team to the target delivery for all CMA CGM Products
• Regular analysis, communication, and reporting, or on ad-hoc, to support the commercial strategic decisions making.
• Manage territories (Assign BP to territories, partner codes clean up …)

OBJECTIVE

• Meet individual and team target in SVPC (Sales Visits Phone Calls) and qualitative targets monitored in Analytics
• Meet the Volume target for the assigned territory and develop the selling of all CMA CGM products (VAS, X-Sell, Intermodal among others)

Conduct analysis on performance, system deployment and provide valuable reports for Commercial decisions.

PROFILE

• Experience and required criteria.

• 5 years minimum of expérience
• Commercial school diploma
• Bachelor in commercial………….

CMA CGM