Account Executive

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.

Position Summary:

The principle purpose of the Account Executive is to generate new business and increase support from the current customer base in order to meet and exceed sales budget levels.  Account executives must prepare and complete required weekly management reports as well as communicate results of customer meetings to upper management.  Timely responses to all emails, memos, or other requests for information must be provided within agreed upon standards.  Account Executives must pre-plan and manage sales territories ensuring that an average of 8 sales calls per week are made.

Essential Duties / Responsibilities:

• Develop and maintain customer & trade-lane specific business plan to achieve or exceed weekly production quotas.
• Pre-plan & manage sales territories ensuring that an average of 8 sales calls per week are made excluding required management meetings, holiday & vacations.
• Utilize travel & customer entertainment budget to augment customer relationships & business plan achievement.   
• Manage qualification of new BCO or value added NVOCC business opportunities by monthly review of Journal of Commerce (J.O.C.) market data to ensure that active customers that are moving volumes greater than 100 TEUS per year are known & called on within each sales territory.
• Ensure push & pull sales follow up occurs after each customer sales calls detailing the results of your sales coverage.  At a minimum, each sales call should generate at least one follow up email or correspondence.
• Timely response to all emails, memos or other requests for information within agreed upon standards which are as follows:
  1. Acknowledge & provide follow up to all urgent emails or voice mail messages within 24 hours.
  2. Acknowledge & provide follow up to all normal emails or non-urgent voice mail messages within 24 hours.
  3. Acknowledge sales leads within 1 day with sales follow up occurring within 3 working days.
  4. Business cell phones must be on from 8am – 8pm.  Associate shall also be available during these times in case of urgent matters.
  5. Email and voice mails announcements must be updated to reflect availability.
• Prepare & complete required weekly management reports which include but are not limited to the following reports:
  1. Weekly Expense Report
  2. Weekly KPI territory report outlining major events in the sales territory, competitive development/actions, market rates, trends, new business secured or generated, business lost with explanation of why, customer feedback, quality of our service, other issues, and including any issues with the following departments:  operations, finance, documentation, customer service.
  3. Other reports as required
     1. Manage regions sign up and engagements of clients for utilizing eservices.  
• Hold weekly sales meetings with Regional Sales Manager.
• Work with our Ceva counterparts to identify logistic opportunities to support our Cross Sell effort.
• Communicate results of meetings to upper management.  Topics for this meeting should relate to weekly Budgets vs. Actual, business plan reviews, competitive developments, new and lost business.

• Hold a weekly Trade-lane discussion to review trade specific opportunities and target account programs.

Knowledge, Skills, and Abilities Required:

• Good computer skills: Word, Excel, Power Point
• Good communication & interpersonal skills
• Excellent problem solving & time management skills
• Ability to work independently
• Strong negotiation skills
• Ability to handle multiple tasks simultaneously

Education and Experience Requirements:

• Bachelor’s Degree or equivalent work experience required.
• Minimum 3 years of industry experience, 2 years carrier outside sales preferred

Come along on CMA CGM’s adventure! CMA CGM (America) LLC is committed to equal employment opportunity for all qualified persons without regard to race, color, religion, sex, national origin, pregnancy, age, sexual orientation, marital status, gender identity, veteran status, disability, or any other legally protected classification.