Vertical Manager, Technologies

at  CMACGM

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.
Summary
You will be responsible for the business development and performance of CMA CGM Strategic and Large customers of the “Technologies” industry vertical market. You will drive your industry vertical and all related accounts, by supporting and animating the network of Global Key Account Managers located all around the world, across all CMA CGM Shipping Divisions, regions, trades and products. By doing so, you will create the vertical strategy, including value propositions to provide an outstanding customer experience and act as a subject matter expert for the shipping business.
Main Responsibilities

Vertical strategy and Value Proposition

• Define vertical strategy and annual Budget, with the support of VP Global Sales.
• Act as a vertical ambassador and subject matter expert for the shipping business, by capturing vertical insights from Market Intelligence and other Internal Stakeholders ( RCCO, Lines, etc..) and directly from customer, industry affiliates, and/or fairs.
• Share vertical trends within the Group (Commercial, Lines, Product Lab/VAS..), participate in the value proposal creation and ensure alignment with vertical market trends.

Business Development

• Ultimately accountable for the “global” customer segment within the vertical market, overseeing all trades, products, and brands.
• Ensure strong account plans are built for all customers within the vertical market (in Nova Business), embodying the vertical strategy. Develop strategic partnerships with customers of the vertical market, acting as an escalation of GKAM both with the Group and the customers. Secure group competitive advantage by sharing feedback on the market, including rates, competition activities, market conditions. Hold responsibility as a GKAM for one account within the vertical, including Tender negotiation and VAS/Cross Sale promotion.

Performance Management and Customer Satisfaction

• Hold responsibility for vertical market performance, by ensuring customers meet committed level of awards and proactively address market growth / downturn.
• Ultimately accountable for Data’s CRM completeness/accuracy to maximize the tool capabilities as a way to manage vertical market sales pipeline (activity, tender, lead and opportunity, customer contact).Inform any stakeholders of required process improvements needed to ensure customer satisfaction and smooth business operations. Ensure GKAMs reach/over perform on all commercial KPIs (hard and soft) and provide regular feedback to its hierarchical management (Co-definition and co-review of objectives).

Leadership, Teamwork, Team Engagement, Communication

• Participate in creating a vertical market community and culture for the global sales team in HO, RO and Countries to ensure efficiency: people, organization, best practice sharing, expertise sharing, innovation.
• Support VP Global Sales to plan and conduct commercial seminars with focus on vertical.
• Accompany and coach GKAM network via regular touchpoints (weekly team meetings and if needed one to one coaching).
• Leads career management by conducting bi-yearly reviews with GKAM.

Skills and qualifications

• Postgraduate degree in international business and 10 years’ experience in sales activities, including 5 years’ experience with strategic accounts.
• Good command of written and spoken English, and strong interpersonal skills.
• Proven expertise and ability to understand market trends, Vertical business model and specific supply chain operations.
• You have a capability to have a 360 vision of the vertical to identify key challenges and opportunities to work on strategics stakes.
• Experience in stakeholder management, ability to set clear direction and priorities, and motivate others to take part in a worldwide sales community.
• Proven track record in building customer relationships and delivering results with strong influencing and assertive skills while being able to set strategies.

Come along on CMA CGM’s adventure

Please refer the Job description for details