Global Key Account Management Head

CEVA Logistics provides global supply chain solutions to connect people, products and providers all around the world. Present in 170 countries and with more than 110,000 employees spread over 1,500 sites, we are well on our way to achieving our vision: to be a Top 5 global 3PL.

We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement.

DARE TO GROW! Join CEVA Logistics, and you will be part of a team that values imagination, encourages boldness and exemplarity, and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics as we become a global leader in the logistics industry. As we continue growing at a fast pace, will you “Dare to Grow” with us?

YOUR ROLE

The Global Key Account Manager (GKAM) will have full ownership of total CEVA Global business relationship with dedicated sector specified customer, aligning all business and financial commitments and company resources to success.

He/She will identify, develop, sell, initiate and provide operational oversight to increase CEVA business with assigned accounts

The GKAM will be responsible to retain current business in all geographies as well as expand relationships to the “C” levels with the customer in executive levels, clusters, and different business units worldwide.

He/She will lead and co-ordinate negotiations with the customer in all major contracts and opportunities

WHAT ARE YOU GOING TO DO?

• Lead the development and implementation of account plan(s), including relationships building, key people coverage plans, opportunity prioritization, overall account strategy and a budget/target for business growth and development
• Identify and qualify opportunities for additional business. Develop qualified opportunities from ‘contact to contract’, together with the relevant Cluster Business Units (P&L owners). This is multinational effort demanding the ability to match customer needs to CEVA intellectual capital to practical application and development
• Own and drive account growth: make comprehensive development plan(s) for each aspect of the assigned account and update on regular basis.   Get buy-in and approval for the execution of the account plans by working through and with BD Sector leaders and Executive Sponsors
• Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
• Manage P&L’s and accounts receivable from a global to cluster level across business lines to ensure customer obligations are met by both CEVA and the customer to the discipline of the commercial arrangements in place
• Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World.
• Provide regular reports, briefings and reviews as required within CEVA including to the Executive Board
• Develop plans to ensure the retention of current global business levels with specified accounts, preferably to a “no bid” level of confidence
• Build and strengthen relationships at “C” level with the client. Ensure relationships are developed at all relevant levels and geographies in the client organization by involving the CEVA global team. Responsible to fix and/or escalate issues to CEVA top management when appropriate and/or required
• Create input for annual budget cycle from the approved account plans and take responsibility for the delivery of the related targets for CEVA and customer benefit
• Manage the investment proposal, ICAP preparation and ROI considerations for new ventures and then work through MDs or designates to hold all CEVA accountable to approved levels of commitment
• Demonstrate and provide confidence regarding C&R expertise, including input to supply chain, business strategy and impeccable execution
• Be the Senior point of contact for the assigned accounts for any normal and customary business requests. Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector leaders to ensure they are properly trained on the strategy and status of the account.

WHAT ARE WE LOOKING FOR?

• Master’s degree advantageous in a relevant subject
• Specific logistics and or multi-national focus
• The role requires a skilled relationship management professional with proven track record (10+ years) in related experience with half of that being in a senior capacity.
• 3+ years commercial negotiations
• Network management experience (5+ years)
• 5+ years minimum experience in global account leader role
• 3+ year minimum positive track record in P&L responsibility; multi-national sites
• Mature judgment and decision-making
• C-Level training
• Smart Solution selling experience

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.