Senior Key Account Manager

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
Primary sales contact responsible for meeting or exceeding budgeted volumes and contribution for the Northern Florida Territory (Tampa Area) and covering established trade lanes.

Functions & Duties
•    Develop, maintain customer and trade-lane specific business plan to achieve or exceed weekly production quotas.    
•    Pre-plan & work sales territories ensuring a minimum of of 12-15 face to face sales calls per week are made excluding required management meetings holidays & vacations.     
•    Utilize travel & customer entertainment budget to augment customer relationships & business plan achievement.    
•    Qualify new BCO or value added NVOC business opportunities by monthly review of Journal of Commerce (J.O.C.) market data to ensure active customers that are moving volumes greater than 100 TEUS are known & called on within your 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.    
•    Make 20 pre-qualified cold calls per quarter to grow current BCO active customer base within sales territory.
•    Cold Call Classification
•    A customer who has not been called on previously and has not been using CMA-CGM in the past. Customer was identified as a result of the monthly J.O.C. reviews.    
•    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 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
•    Successfully sign up and engage clients in utilizing eservices with a minimum of 15 accounts per quarter.     

Knowledge, Skills, Abilities 
•    Good communication skills 
•    Good interpersonal skills 
•    Good problem solving skills 
•    Ability to work independently

Qualifications 
Education
Required/Preferred    Education Level  
Required                  Bachelor’s Degree    

Work Experience
Experience    Years of Experience    Description
General Experience    5-10 years    
Industry Experience    5-10 years    Minimum of 8 years of industry experience, preferably 5 years carrier outside sales experience

Competencies
Learning Agility 
Business Acumen 
Leading change and Execution

Come along on CMA CGM’s adventure! The Company is an equal opportunity employer.  All qualified applicants will receive consideration for employment.  Discrimination or harassment based upon any protected characteristics as defined by state or federal law is wholly inconsistent with our company values and will not be tolerated. Alternative application methods are available for individuals who are unable to use or access our online application system. For assistance, please contact us at orf.pse_recruiting@cma-cgm.com