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 1,300 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

Ownership of the CEVA business relationship with specified customers in close coordination with Global Key Account Managers, as applicable, and to align all business and financial commitments and company resources to customer success.

WHAT ARE YOU GOING TO DO?
 

• Customer Growth: Identify, develop, sell, service and provide operational oversight to increase CEVA business with assigned customers
• Customer Retention: Ensure CEVA retains current business in all geographies
• Customer Relationships: Expand relationships with the customer at executive level, in region, and across different business units
• Negotiations: Lead and co-ordinate negotiations with the customer in region for major contracts and opportunities
• 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?

Education and Experience:

• High School Diploma or GED; Bachelor’s Degree preferred; Master’s degree advantageous
• Specific logistics and or multi-national focus
• Required:  Skilled relationship management professional with proven track record (10+ years) in the Consumer and Retail sector.
• 3+ years commercial negations
• 5+ years Network management experience
• 5+ years minimum experience in a Global account leader role

Skills:  

• Advanced proficiency in Microsoft Office, internet, web-based and job specific software applications.
• Skilled at leading a virtual team and be able to proactively work commercial issues internally as much as in front of the client.
• Positive track record in P&L responsibility advantageous
• Compliance understanding
• Advanced supply chain knowledge (or similar flow chain processes)
• Advanced industry and product knowledge in global commerce and logistics
• Strong at building and sustaining relationships at the highest level in both CEVA and in customer organizations.
• Advanced negotiation skills
• Advanced analytical skills leading to clearly articulated solutions.
• C-Level training
• Emerging market experience
• Superior communication skills, both written and spoken
• Advanced presentation skills (concise & convincing)
• Second language advantageous

Characteristics:

• Mature judgment and decision-making
• Acute cultural and global awareness
• Diversity and cultural training
• Ability to analyze complex problems and develop appropriate solutions.

WHAT DO WE HAVE TO OFFER?

With a genuine culture of recognition, we want our employees to grow, develop and be part of our journey. We offer a benefits package with a focus on your wellbeing. This includes competitive Paid Time Off, 401(k), health insurance and an employee benefits platform that offers discounts on gym memberships and a diverse range of retail, travel, car and hospitality brands, including important offerings like pet insurance.

We are a team in every sense, and we support each other and work collaboratively to achieve our goals together.

It is our goal that you will be compensated for your hard work and commitment, so if you’d like to work for one of the top Logistics providers in the world then let’s work together to help you find your new role.

ABOUT TOMORROW

We value your professional and personal growth. That’s why we share plenty of career opportunities for you to thrive within CEVA. This role can be the first step on your career path with us.  You can stay in the same job family, find a new family to grow in (an almost limitless number of options) or find your own path. Join CEVA for a challenging and rewarding career.

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.