Customer Success Manager

BuyCo; Marseille; Presencial; EUR 55 000 - 75 000; Tempo integral

Resumo da oferta

BuyCo, a fast-growing SaaS platform for container shipping, is hiring a Customer Success Manager to join the Operations team in Marseille. You will drive customer relationships, ensure adoption, and collaborate with Sales, Data & Product to align outcomes with business goals.

You will report to the COO and mentor a junior CSM, focusing on onboarding, renewals and expansions. The role is international in scope with a strong emphasis on cross-functional teamwork.

Qualificações

• Fluent in French and English, with experience in logistics and B2B accounts.
• Strong ability to upsell and renew contracts with enterprise customers.
• Proven track record engaging with senior stakeholders and cross-functional teams.
• Excellent communication, organization and ability to train/mentor peers.

Responsabilidades

• Drive the relationship with customers and manage their portfolio.
• Lead Monthly/Quarterly Business Reviews to measure product performance and satisfaction against KPIs.
• Advocate for customers across Marketing, Sales, Product and Tech to influence roadmap.
• Analyze BuyCo platform usage to increase adoption and ensure client success.
• Manage and support a junior CSM, setting priorities and providing feedback.
• Contribute to onboarding materials, best practices and internal resources.

Conhecimentos

French & English fluency

Logistics background

B2B account management

Upsell experience

Executive communication

Situational intelligence

Reporting and cadence

Team player & communication

Descrição da oferta de emprego

BuyCo digitalizes and simplifies container shipping operations with a motto: “Shipping made easy!”

Most of the things around you (your phone, your clothes, your coffee) crossed an ocean in a shipping container.
Behind each of those containers, a company has to book space on a ship, coordinate carriers, freight forwarders and customs agents, and keep track of dozens of documents, often still by email, phone and spreadsheet.

That's where we come in.

Our collaborative SaaS platform gives importers and exporters a single place to:

• book, organize and track their shipments from start to finish,

• work smoothly with their own teams and all their partners,

• get clear visibility on where their goods and documents are,

• use their data to make their supply chain more efficient and more sustainable.

Our mission: bring an industry that still relies heavily on manual work into the digital age, with a platform people actually enjoy using.

BuyCo was founded in 2015 by a team combining deep maritime expertise and a strong tech background. Today, we're around 50 people.

Solidly funded, we have ambitious plans: new features on the platform (like our CO2NTROL project, which helps clients measure and reduce the CO2 emissions of their shipments) and faster growth, with new clients, especially abroad.

Want to work with energetic, experienced people who care about results?
Join us and help change the way goods move around the world!

Job description

We are hiring a Customer Success Manager, on a permanent contract.

BuyCo is experiencing rapid growth.
To support this momentum, we are looking to expand our Customer Success Management team.
Currently, Arnaud & Juliana are the only dedicated CSM. And Arnaud is leaving BuyCo after 4 years.

You will join our Operations team, led by Géraud, COO, which brings together Customer Success, Customer Onboarding and Customer Care. It's a truly international team, with colleagues based in the US, Colombia, France, China and Japan.

You will be in touch with other teams as well: Sales, Data & Product mainly.

You will report directly to Géraud, COO.

What you will do on a daily basis :

Core tasks:

1. Drive the relationship with customers

• Monthly Business Reviews / Quarterly Business Reviews > Monthly and Quarterly client meetings (MBRs / QBRs, sometimes in person) to measure product performance and client satisfaction against pre-established KPIs.

• Management of your customer portfolio > Management of customer feedback and requests. Explore operational issues, identify the root causes and impacts of problems. Understand use cases in order to guide your customers towards possible solutions.

• Customer Advocacy > You work across the Marketing, Sales, Product and Tech teams to ensure that customer messages are heard and incorporated into our Product roadmap.

1. BuyCo platform usage analysis

• Increase product adoption and usage.

• Fully master the BuyCo platform, and our customer's usage.

• Internally, you are on top of new features and able to explain each functionalities.

1. Management

• Manage and support Juliana on a daily basis: set priorities together, hold regular one-to-ones, give clear and constructive feedback, and help her grow in autonomy on her accounts.

• Share your maritime expertise: train and mentor Juliana on the fundamentals of maritime transport, including key players, booking flows, shipping documents, incoterms and the operational challenges our clients face every day.

• Contribute to the team's skills development: help build or improve onboarding materials, best practices and internal resources so knowledge is shared rather than kept in a few heads.

• Take part in career development: set objectives, follow progress, and contribute to performance reviews.

1. Upsell and contract renewals

• Identify and forecast expansion opportunities to successfully grow your customer portfolio.

• Be able to sell new features and additional custom reports.

Your 2 main metrics: no churn and reaching your ARR upsell target!

Your path at BuyCo :

We imagine (ideally) a journey like this one :

- 4 months after your arrival: Your one-month-onboarding has been completed.
You are now well-versed in the BuyCo platform.
You master the processes (QBR prep, reporting, renewals).
And you have taken over your entire client portfolio, which you manage directly and independently.

- 8 months after your arrival: You have reached a certain “cruising speed”, you are fully autonomous in your scope. And you have your first success stories to share (upsell / cross sell / renewal).

- 1 year after your arrival: Your metrics are on fleek (NPS, upsell). You have made a strong impression in your role as CSM at BuyCo, and have even already had an influence on the product roadmap.

You and BuyCo

What we bring to the table:

• An immediate impact on a rapidly growing start-up
  We are still a team where every voice is heard.

• Key account management, with the opportunity to structure and develop our approach to customer relationships

• Experience in the SaaS / Log Tech ecosystem and the possibility to be the owner of your own perimeter.
  If you share our enthusiasm for maritime transport / logistics, you will just love your job

• A strategic role, acting as a link between our clients' teams and BuyCo internal teams

• Working in an international environment, collaborating with people from all over the world (15+ nationalities at BuyCo and customers on 5 continents)

The profile we are looking for:

• Your are fluent in both French & English

• You have a background in the logistics sector

• You have a thorough understanding and comprehensive overview of what a major B2B account entails.

• You have a good track record of upsell / cross sell successes.

• You know how to talk to high-level interlocutors but also with day-to-day users who are part of complex structures.

• You possess a certain degree of situational intelligence and know how to adapt to different interlocutors and contexts with autonomy.

• You are not afraid to tackle new topics and you are meticulous when it comes to reporting and maintaining the pace of the business relationship.

• You are a team player, with good communication skills and reflex.

Your profile will be if:

• You are an expert in Container Shipping and Ocean Transportation.

• You have experience in Sales / Account Management and / or in Operations / CSM.

• You speak a third language.