Global Key Account Management Senior Specialist

CMA CGM; Marseille; On-site; EUR 60,000 - 80,000; Full time

Job summary

A global shipping leader is seeking a Global Key Account Manager for its Freight Forwarders Network in Marseille. The role involves developing the freight forwarder network, managing relationships with key accounts, and driving performance through strategic market initiatives. Candidates should possess a postgraduate degree, over 5 years of relevant experience, and strong negotiation and analytical skills. Fluency in English is essential, and familiarity with shipping logistics is advantageous. This position offers the opportunity to significantly impact international logistics processes.

Qualifications

• 5+ years of experience in shipping, logistics, or project cargo sales.
• Strong understanding of the Freight Forwarding industry and its commercial dynamics.
• Experience in Out of Gauge, Breakbulk, or Industrial Projects is a strong asset.

Responsibilities

• Manage a portfolio of strategic freight forwarder accounts.
• Coordinate with Pricing, Trade, and Operations teams.
• Conduct market and competitor analysis to identify new development axes.

Skills

Negotiation skills

Analytical skills

Communication skills

Fluency in English

Stakeholder coordination

Education

Postgraduate degree in International Trade, Logistics, or Business Management

Tools

Excel

CRM tools

Job description

Job description:

THE ROLE

Global Key Account Manager – Freight Forwarders Network (Project Cargo)

You will be responsible for animating and developing CMA CGM’s Freight Forwarders network within the Project Cargo Division (Out of Gauge & Breakbulk).

Your mission is to drive performance, coordination, and strategic engagement across global and regional sales teams to capture and grow business from international freight forwarders.

You will act as the central link between Head Office, Regional Offices, and Agencies, ensuring commercial consistency, visibility on key opportunities, and proactive support on strategic tenders.

In parallel, you will manage a portfolio of global and regional freight forwarder accounts, strengthen partnerships, and build long-term growth plans aligned with the division’s objectives.

WHAT ARE YOU GOING TO DO ?

1. Network Animation & Commercial Support

• Animate the global network of sales representatives managing freight forwarder accounts (Expeditors, DHL, DSV, Deugro, Ceva…)
• Ensure consistent communication, visibility, and follow-up on strategic tenders, spot opportunities, and pipeline status.
• Coordinate with Pricing, Trade, and Operations teams to ensure competitive offers and reliable execution.
• Develop and maintain performance dashboards (volumes, growth, win ratio, TEUs OOG, share of wallet) to monitor activity and identify new opportunities.
• Animate Quaterly Business Review with our key customers/

2. Account Management & Business Growth

• Manage a portfolio of strategic freight forwarder accounts, ensuring strong engagement and long‑term partnerships.
• Identify key decision‑makers, influencers, and project managers within global forwarding organizations.
• Develop account plans including commercial targets, tender roadmaps, and marketing actions to increase OOG/BBK share.
• Support sales teams during major RFQs and project bids, providing expertise, pricing coordination, and solution design.
• Track customer satisfaction, escalation cases, and performance to ensure continuous service improvement.
• Represent CMA CGM Project Cargo in customer meetings, trade fairs, and industry events, promoting our technical know‑how and end‑to‑end solutions.

3. Market Intelligence & Strategic Initiatives

• Conduct market and competitor analysis (by region, trade, and vertical) to identify new development axes and improve market share among freight forwarders.
• Contribute to budget and business plan preparation, ensuring realistic growth assumptions and aligned objectives per trade.
• Propose new commercial initiatives or incentive programs to boost sales performance in underpenetrated regions.
• Support digitalization and process simplification through tools like NOVA, CLD, OOG Webtool, and contribute to future enhancements.

PROFILE DESCRIPTION

WHO ARE WE LOOKING FOR?

• Postgraduate degree in International Trade, Logistics, or Business Management, with 5+ years of experience in shipping, logistics, or project cargo sales.
• Strong understanding of the Freight Forwarding industry and its commercial dynamics.
• Proven ability to animate sales networks, coordinate with multiple stakeholders, and drive commercial alignment.
• Excellent negotiation, analytical, and communication skills, with fluency in English (written and spoken).
• Proficiency in Excel, CRM tools, and data‑driven decision‑making.
• Experience in Out of Gauge, Breakbulk, or Industrial Projects is a strong asset.