Sales Director

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.

For our office in Portugal, starting at the earliest date possible, we are looking for a:  Sales Director Short-Sea Lines (f/m/d) with a team of 8 employees.

THE ROLE AND MISSION:

The Sales Director is responsible to gain, develop, and manage shipping trades to earn customers’ loyalty, to allow the lines to optimize the vessels’ loading capacity, giving the best contribution possible to the Group, coordinating Head-Office/Regional-Office Lines and Sales Offices with the production and analysis of vessel profiles and commercial forecasts.

Reporting to the Country General Manager, the Sales Director's mission is to align the company's customer-centric strategies with its overall business goals, driving customer satisfaction and revenue growth in the shipping industry. Managing a team of 8 staff members between Lisbon and Oporto, with a volume of 60-70K Teus per year.

RESPONSIBILITIES:

• Define the local Commercial Strategy to achieve the Group Objectives, encompassing an adequate mix of verticals, customer segmentation, and a Commercial team fully engaged to achieve the goals, to guarantee a strong and consistent revenue stream, and volume of activity,
• Develop and implement a comprehensive Commercial Action Plan to apply the Strategy,
• Set up and Lead the Commercial teams to apply the Commercial Plan, follow up the performance of their customer portfolio, identify growth opportunities, and transform these opportunities into new business,
• Coach and manage Commercial team through regular meetings and joint visits / calls,
• Develop commercial activities according to the objectives set by the Group,
• Implement management tools to follow Commercial teams’ performances as per the group strategy, and proactively implement corrective actions when necessary. Follow the team performance through the corporate dashboards and propose corrective measures in necessary,
• Promote new products and services to customers and prospects,
• Analyse market statistics on a regular basis, report to the General Management and teams based in Regional Office, propose actions plans to respond to threats and opportunities,
• Constantly analyse performance KPIs and adapt the Strategy and Action Plan when relevant,
• Identify the commercial market opportunities to develop market shares and/or improve revenues according to commercial strategy,
• Lead the Commercial Team and help them Develop their skills,
• Make sure the team is fully able to sell maritime and non-maritime products as per CMA CGM strategy,
• Lead the Commercial Team navigate market and internal change and adapt to change (internal / external).

WORK RELATIONSHIPS:

• Customers
• CMA CGM Agencies Staff (Local & Global)
• GKAM Global Key Account Manager
• CMA CGM Group Regional Office
• CMA CGM Head office Sales Direction
• CMA CGM Head office customer care

KEY PERFORMANCE INDICATORS:

• Market Share gain (as per target)
• Volumes growth (as per budget)
• Controlled & Uncontrolled Volume versus targets

• Revenue growth on complementary services (as per budget)
• Sales Activities (as per target)
• New customers
• Net Promoter Score (as per target)
• Soft skills: leadership & employee engagement, communication, teamwork, performance management

PROFILE AND QUALIFICATIONS:

• Requirement for an individual who has strong knowledge and culture of Short-Sea Door to Door business
• Strong Knowledge in Shipping and / or Freight Forwarding business (minimum 10+ Years of experience)
• Passion for delivering excellent Customer Experience
• Strong Management and Leadership Skills
• Effective communication skills (Ability to articulate various business scenarios with customers, senior business leaders & middle management) Demonstration of professional demeanor, positive attitude, and ability to manage stress through challenging situations.
• Must be able to prioritize work effectively and manage time efficiently.
• Previous experience in Salesforce platform is an advantage.
• Analytical mindset with ability to use data to drive decision making.
• Flexible and open to change.

• Languages: Fluent in Portuguese and English

OUR VALUES:

CMA CGM Group is proud to define itself as a family business built on strong human values.

• Excellence
• Exemplarity
• Imagination
• Boldness

CMA CGM respects, supports and values diversity in all forms. We seek to avoid discrimination and are committed to equal opportunities for all our employees.

Our long-held inclusive policy improves performance, creates growth opportunities for all, aligns with our customer's values and enhances employee engagement.

Join us and discover a world of opportunities.

Come along on CMA CGM’s adventure !