Sales Effectiveness Specialist Cameroun

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.

Responsabilités

• Commercial Development and Support :
• Support Sales Director's business decision by conducting and monitoring commercial strategy within the department
• Review and dispatch leads as per strategy defined at group level
• Review, accept or reject customer qualification exceptions. Perform system maintenance
• Promote CMA CGM Support Group Services and Non-Maritime products (e-commerce,
• VAS, intermodal, CEVA…)
• Supports Inside / Outside Sales on a dedicated portfolio of customer
• Follow-up on quotations sent, expiring, not booked, customers lost and take actions on it.
• Follow up on digitalize customers with phones calls/reminders based on customer qualification priority defined at Group level.
• Support Customers in the utilization of SpotOn
• Promote CMA CGM Group Services and Non-Maritime products (e-commerce, VAS, intermodal, CEVA…)
• Ensure customer is matching compliance rules at sales stage
• Drive the follow-up on quotations sent, not booked, customers lost.
• Effectiveness management and Other tasks:
• Manage territories (Assign BP to territories, partner codes clean up …)
• Update and support target setting and ensures quality of targets from Agency Management / RO/ HO sales & Lines
• Participate in sales projects launched by RO/HO
• Communicate to Sales team on changes coming from RO CCO
• Train and monitor adoption of Sales team on sales processes and sales tools / Ensure refresh trainings are regularly organized
• Contribute to dispute resolution (if related to quotation) and liaise with Pricers & customer care on Freight & DDSM claims
• Handle non-direct sales actions in line with CCO guidance (Waiver requests, Marketing communications…)
• Maintain local office news on corporate website
• Analysis and Reporting :
• Monitor and follow-up Sales Team performance
• Monitor data in NOVA Analytics to improve and ensure data quality (visits, calls, leads,
• opportunities, contacts)
• Identify Market size, ensure the team collects market intelligence and prepare the reporting
• Comment and conduct special studies by verticals and reports on sales performance / new business opportunities to the CCO, Agency Management and RO/HO
• Benchmark competition.

KEY Performance Indicators

• Shipping volume and non-shipping performances
• Sales performance for calls, visits, opportunity building, sales leads, market intelligence (quantity and quality)
• Reporting quality and timeliness
• Compliance to process
• Support to the commercial organization and the Agency management.

PROFILE

• Experience and required criteria.
• 5 years minimum of expérience
• Commercial school diploma
• Bachelor in commercial

Come along on CMA CGM’s adventure !