CEVA Logistics, a world leader in third-party logistics, provides global supply chain solutions to connect people, products and providers all around the world. Headquartered in Marseille, France, CEVA Logistics offers a broad range of end-to-end, customized solutions in contract logistics and air, ocean, ground and finished vehicle transport in 170 countries worldwide thanks to its approximately 110,000 employees at approximately 1,500 facilities. With a pro forma 2023 revenue of US$20.2 billion, CEVA Logistics is part of the CMA CGM Group, a global player in sea, land, air and logistics solutions.
About the role
Reporting to the Head of Industrial Vertical for Asia Pacific, this role will work closely with internal and external stakeholders on Industrial accounts, building long-lasting relationships and ensuring a high-level of service quality across all services.
What you will be doing
1) Perform lobbying actions
- Identify Key Account targets based in Asia Pacific region, identify decision-makers and specifiers and achieve the widest knowledge possible (activities, subsidiaries, decision structures) for Industrial accounts
- Send sales leads to network in order to increase CEVA Logistics penetration in Asia Pacific
- Establish a referencing strategy for regional or international Industrial accounts (decision-makers, accounts mapping, lines of approach)
- Undertake necessary lobbying among prospective Industrial Key Accounts to promote CEVA Logistics and to obtain the opportunity to participate for future Tenders
2) Commercialize and argue CEVA Logistics sales offer
- Represent CEVA Logistics to Key Accounts whose reporting needs a centralized and collaborative action (multi-scope)
- Represent CEVA Logistics to lead and participate in tender process (RFP/RFI/RFQ)
- Sell the whole CEVA Logistics services supported by internal expertise
- Promote CEVA Logistics services and key Asia stations and regions
- Implementing new business strategies to expand new customer base and to secure target prospects
3) Provide consistent tariff offers
- Determine a tariff policy in conjunction with Middle Office and Regional Sales Management and a consistent organization between various implicated sites
- Establish, confirm and update CEVA Logistics tariff offers and write contracts in coordination with Legal Services
- Answer to tenders with Tender Management Desk if needed
- Participate in conjunction with Purchasing Department to negotiation among Suppliers
4) Service support
- Transfer obtained contracts to Operations in order to ensure required customer quality service to customers
- Support services or operation sites via appropriate information on SOP to apply
- Intervene among sites and participate in dispute settlement
- Monitor customer account profitability and problems linked to receipts with sites manager
5) Synthetize information through reporting
- Consolidate statistical elements from various operation sites and achieve a monthly regional reporting vision of our business
- Report sales actions undertaken to perpetuate and develop CEVA Logistics Key Customer Accounts for Industrial vertical
- Update CRM with weekly activities and key accounts monthly reports
The successful candidate
- At least a Bachelor's degree in Business / Logistics / Engineering
- At least 7 years of related work experience in Freight Forwarding (Both Air & Sea Freight) & Contract Logistics
- Experience in Key Account management and development, preferably with network/contacts of decision makers in Asia Pacific
- Excellent communication, presentation and interpersonal skills
- Ability to work under pressure, independently and as a team player
- Good critical thinking and problem solving skills
CEVA Logistics is a vast global business of 110,000 employees, representing every race, gender, marital status, sexual orientation, disability, age, religion or belief, nationality and ethnicity.
We recognize that people from different backgrounds and with different experiences and skills contribute new knowledge and perspectives that improve our service offerings and business practices and strengthen relationships with our diverse customers.
We work to provide a positive environment in which every employee feels valued and respected and is supported in reaching their full potential. We walk the talk.
