ASM Air and Ocean Mexico

CEVA Logistics provides global supply chain solutions to connect people, products and providers all around the world. We are supply chain experts. We live and breathe logistics every day. Above all, we believe that this is a people business. That’s why we are building a global culture of teamwork and respect. We encourage initiative, and we engage and empower our diverse workforce to grow their careers within CEVA.

CEVA Logistics offers a broad range of end-to-end, customized solutions in both Contract Logistics and Freight Management thanks to our approximately 98,000 employees at more than 1,000 facilities in 160 countries worldwide. With the recent acquisition of the former Ingram Micro Commerce & Lifecycle Services business, we are building one of the world’s leading end-to-end eCommerce service offerings through the dedication and passion of our people—the heartbeat of our organization. As we continue growing at a fast pace, will you “Dare to Grow” with us?

Job Purpose

Responsible for achieving Country growth targets of Air & Ocean Product in line with the Air & Ocean global strategy.

Lead Regional specialized Ground BD organization (staffing & training) to ensure good regional conditions for product focused sales activity.

Support regional KAM organization and collaborate with BD organization to provide Ground expertise on major opportunities to ensure that customer requirements are fully understood and integrated within solutions.

Support (emerging or developing) Country to launch or extend Air & Ocean business before setting a proper A&O BD team.

Collaborate with G&R regional product team to develop capabilities and facilitate CEVA product synergies and

upsell.

3. Key Accountabilities

Main areas of focus and accountability of the role:

1	Collaborate with BD and A&O product regional leadership to define sales targets (GR growth, NBW) per sub product and geography and ensure communication
2	Communicate product strategy and growth targets to all BD organization
3	Collaborate with regional / local BD and MD to ensure adequate BD Air & Ocean coverage
4	Deliver product training to specialized Air & Ocean BD with the support of BD sales operations
5	Connect with all BD (local, regional, global) to ensure target accounts and opportunity qualification is aligned with product strategy and priorities and to ensure pipeline and sales activity is aligned with growth targets
6	Support RKAMs for strategic approach, product expertise and value proposition to our key accounts
7	Lead specifically the business development of X border & Multimodal product in collaboration with product and aligned with tradelanes priorities
8	Lead Regional Smart Solution program as an enabler of X country / region knowledge transfer
9	Promote up-sell across regions and across other products, especially CL
10	Be the Voice of Customer to the operations and escalate critical resolution items that represent a risk to the business within Air & Ocean product.
11	Conduct regular presentations of A&O business to customers for prospection and/or market and business update.
12	Present regularly in front of Regional / Local BD A&O sales team (Reviewing KPI’s and customers’ opportunities
13	Drive A&O long term roadmap with customer and market inputs. Active contributor of Sales Budget targets in line with global GHO directives.

4. Organizational Context

How the role fits into the team:

Manager(s) job title	Regional Commercial Leader
Number of direct reports to this role	0
Total employees managed to this role	TBC
‘Dotted’ line reports to this role	6 – Country A&O BD Heads and A&O BD Sub product head if existing

5. Key Working Relationships

External

All customer segmentation – SME/LLA/MNC/Century focusing on growth

Internal

Regional / Country Management, product, BD
GHO Product team
GHO BD organization

6. Resource Management

The financial, infrastructure or people resources managed by the role:

No special infrastructure, same as existing Product Development role

7. Knowledge, Experience & Skills

The knowledge, experience and skills required to undertake the level at a fully competent level:

	Essential	Desirable
Education & Qualifications	Master’s Degree in logistics, business or equivalent Fluent in English (written and verbal)
Experience	10 years’ experience in Senior management within Air & Ocean. Proven track record in leading the development and implementation of Market business strategy. Experience of working across the regional in different countries.	Leading and developing teams in Air & Ocean.
Specialist Knowledge & Skills	In-depth knowledge of the international logistics industry. Deep expertise in developing integrated supply chain & logistics solutions relevant in Air & Ocean. Process driven and always seeking for continuous improvement Mature judgement and decision-making	Strong and entrepreneurial spirit in Air & Ocean.
Interpersonal & Communication Skills	Strong interpersonal and communication skills Ability to influence and develop relationships at local level in customer organizations. Ability to develop highly collaborative and productive relationships internally.

As a global organization, and as part of the CMA CGM Group, diversity is critical to our business success; only when we can reflect the cultures, languages, behaviors and local knowledge of our customers, we can succeed. By employing people with different experiences and abilities, we expand our knowledge and increase our creativity and innovation.

Please note: Legitimate CEVA Logistics recruitment processes include communication with candidates through recognized professional networks, such as LinkedIn or via an official company email address: firstname.lastname@cevalogistics.com. We recommend that you do not respond to unsolicited business propositions and/or offers from people with whom you are unfamiliar.