Dir, Export 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.

Position Summary

The Director Sales, Exports, is responsible for working with Sales reps and sales staff to achieve and exceed regional production quotas. The Director of Sales, Exports is responsible to ensure that all sales people, within the region have the necessary resources, training, and support to ensure that they are able to be successful with their assigned tasks. This role supports our Northeast region.

Functions & Duties

Description    

• Develop and maintain customer & trade-lane specific business plan, and manage sales staff in order to achieve/exceed weekly production quotas for region.     
• Pre-plan & manage sales territories ensuring that 8 sales calls face to face and 12 phone calls per week are made excluding holiday & vacations and management meetings.    
• Work with Regional VP, Sales and sales staff to ensure that the national sales standards of performance are met by sales team.    
• Utilize travel & customer entertainment budget to augment customer relationships & business plan achievement. Ensure that sales staff are utilizing and managing within their respective budgets.    
• 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.    
• Manage team to 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.    
• Manage team to ensure timely response to all emails, memos or other requests for information within agreed upon standards which are as follows:
  • Acknowledge & provide follow up to all urgent emails or voice mail messages within 24 hours.
  • Acknowledge & provide follow up to all normal emails or non-urgent voice mail messages within 24 hours.
  • Acknowledge sales leads within 2 days with sales follow up occurring within 5 working days.
  • Business cell phones must be on from 8am – 8pm. Associate shall also be available during these times in case of urgent matters.
  • Email and voice mails announcements must be updated to reflect availability.     
• Prepare & complete required weekly and monthly management reports which include but are not limited to the following reports: 
  • Weekly Pre & Post Plans
  • Weekly Expense Report
  • 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.
  • Other reports as required
  • Manage regions sign up and engagements of clients for utilizing eservices.   
• Manage (region) sales & sales activities and take necessary corrective and disciplinary actions in a timely manner to ensure performance and productions are met.    
• Hold weekly sales meetings with Regional VP, Sales and sales associates. 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 (missing shipper report).    
• Hold a weekly Trade-lane discussion to review trade specific opportunities and target account programs.    
• Hold weekly (Mondays) 1:1 with sales reps to cover BVA and YoY, current campaigns and weekly reports from commercial and trade colleagues to ensure each sales rep is on track to meet agreed upon KPIs    
• Hold bi-weekly or monthly meetings with OSRs and ISRs to ensure both parties understand the goals based on current campaigns, weekly reports from commercial and trade colleagues    
• Provide weekly report to VP of Sales including (but not limited to) wins, losses, market intel (rates/comps/volumes) and challenges preventing wins    
• Manage all products including (but not limited to) ocean volumes, VAS and CEVA X-Sell    

Knowledge, Skills, Abilities 

• Excellent listening and problem-solving skills combined with strong ability to negotiate. 
• Excellent organizational skills with a strong ability to multi-task in a fast-paced environment.
• Must be able to work at all levels of an organization – both internal and external customers
• Must exhibit excellent management skills and be a recognized resource within the team and the organization.
• Must demonstrate strong business acumen.
• Strong proficiency in basic computer skills and applications to include Microsoft Office: Word, Excel, Power Point and Outlook

Qualifications 

Education
Required/Preferred    Education Level    
Required                    High School Diploma or GED    
Preferred                    Bachelor’s Degree    

Work Experience
Experience    Years of Experience    Description
General Experience    3-5 years    
Industry Experience    5-10 years    Minimum of 6 years of industry experience, preferably carrier’s experience, and 3 years in Management capacity

Competencies
Communication / Interpersonal skills
Relationship building and networking.
Business Acumen 

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.