Global Key Account Management Senior Expert

CEVA Logistics; Paris; Sur place; EUR 120 000 - 150 000; Plein temps

Résumé du poste

CEVA Logistics seeks a senior business development leader for Finished Vehicle Logistics CaaC to identify, qualify and close opportunities with auction houses, traders and dealer groups across geographies. The role focuses on building recurring revenue streams via single unit networks and refurbishment activities, leveraging modern IT interfaces and cross-border transport schemes.

The candidate will lead strategic initiatives, collaborate with regional BD teams, and adapt CEVA's strategy to

Qualifications

• Degree in logistics, business or equivalent.
• 10 years' experience in Automotive and/or FVL.
• 3+ years' management experience within Logistics.
• Proven track record in development and implementation of business strategies.
• Experience working in multi-cultural teams and across borders.
• Strong communication with C-level audiences; deep knowledge of the international logistics industry.

Responsabilités

• Collaborate with FVL product regions/countries/clusters leadership to align strategy and execution.
• Communicate product strategy, market insights and growth targets to regional BD organizations.
• Hunt for new business with existing clients and prospects; leverage single unit flows and groupage shuttles.
• Manage the CaaC pipeline and coordinate opportunities forecasting with BDs and CRM.
• Contribute to the FVL CaaC strategy with Auction companies, traders and dealers; engage Marketing for sector awareness.
• Develop target customer lists and detailed account plans per geography; map decision-making processes.
• Coordinate with BDs at local, regional and global levels to align pipeline with growth targets.

Connaissances

Hunter mindset

Commercial acumen

C-level communication

Strategic thinking

Formation

Degree in logistics or business

Description du poste

The objective of the FVL BD CaaC ATD is to identify, qualify and close new opportunities for selling CEVA's Finished Vehicle Logistics capabilities to customers and prospects, with a special focus on Auction companies / marketplaces, Car Traders and Dealer groups sub-segment of the FVL CaaC product strategy.

The CaaC pillar aims at diversifying the product offering to embrace automotive value chain transformation (e.g. second-hand car including refurbishment, online car sales, home deliveries, car subscription, direct to customer deliveries, fleets electrification etc.).

The successful candidate will build profitable and recurring revenue streams from customers of this sector in developing as a priority the Single Unit Network transport schemes and refurbishment activities through more modern IT interfaces (API) and innovative transport schemes into new geographies.

He will also act as multiplicator towards the countries BD teams and share knowledge and expertise to support them in their local development. The position will also require adapting CEVA's strategy to reflect changes within the market.

• Responsible for achieving his growth targets within his FVL CaaC sub-product in line with the global FVL CaaC product and BD strategies.
• Sell to all customers segments and collaborate with FVL CaaC product organization to provide his sector expertise on major as well as local opportunities to ensure that customer requirements are fully converted into solutions.
• Hunt for new FVL business both with existing clients and mainly prospects (hunting driven sales profile).
• Collaborate with regional/country/cluster FVL product team to develop capabilities and facilitate product synergies and upsell.

WHAT ARE YOU GOING TO DO?

• Collaborate with FVL product regions/countries/clusters leadership to ensure alignment of strategy and action and corresponding execution.
• Communicate product strategy, market insights and growth targets to regional BD organizations
• Hunt for new business with existing clients as well as prospects. Main priority to leverage FVL Industry empty capacities in developing single unit flows back-loads through "groupage" shuttles at domestic and cross-border levels in test, fail, adjust mode.
• Manage the business sector CaaC pipeline according to product line targets. Close monitoring and coordination with involved BDs on the opportunities quality in C-VIEW CRM (use of correct CaaC products and realistic forecasting).
• Contributing with the Auction companies, traders and dealer groups to the FVL CaaC strategy. Active involvement with the Marketing and Communication teams to develop the brand awareness on the sector through participation to events (visitor / exhibitor).
• Define target customers list for related sub-product perimeter per geography as per the defined action plan. Develop detailed account plans for key targeted customers adapted to customers’ strategy in mapping the decision‑making process.
• Connect with all BDs (local, regional, global) to ensure target accounts and opportunity qualification is aligned with product strategy and priorities and to ensure pipeline and sales activity is aligned with growth targets.
• Be the voice of the customer to the operations and elevate critical resolution items that represent a risk to the business within FVL CaaC product.
• Understand the sector characteristics and trends including: key players; market dynamics and challenges; existing requirements; key competitors and their offerings
• Account management: develop KPIs dashboard for the largest customers managed directly, ensure invoicing accuracy and follow-up on accruals and cash collection in line with the defined overdues objectives.

WHAT ARE WE LOOKING FOR?

• Degree in logistics, business or equivalent
• 10 years' experience in Automotive and/or FVL.
• 3+ years' experience in management within Logistics.
• Proven track record in development and implementation of business strategies.
• Experience of working in multi‑cultural teams and across borders.
• Experience in communicating at all layers of an organisation up to, and including, C-level.
• In‑depth knowledge of the international logistics industry.
• In‑depth knowledge and proven network car transportation.
• In‑depth knowledge and proven network in at least one of the following additional areas:
• Single‑car transportation.
• Fleet management.
• Mobility Solutions.
• Deep expertise in developing integrated supply chain & logistics solutions relevant in FVL.
• Process driven and always seeking for continuous improvement.
• Mature judgement and decision‑making.
• Ability to map out and follow a long‑term sales plan where sales may convert several quarters after the initial contact.
• Strong commercial, numerical and financial skills.
• Hunter mindset and results oriented.
• Additional language skills is a plus.
• Leading and developing teams in FVL.
• Experience in groupage activities to be able to share best practices and return on experience.
• Strong spirit in FVL out of OEMs (e.g. importers).

WHAT DO WE HAVE TO OFFER?

With a genuine culture of reward and recognition, we want our employees to grow, develop and be part of our journey. There's no doubt 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 please do get in touch to find your next role.

ABOUT TOMORROW

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