YOUR ROLE
- Responsible for achieving targets of Ground & Rail Product in line with the Ground, country, regional & global strategy.
- Support country Business Development (BD) organization to provide Ground expertise on opportunities to ensure that customer requirements are fully understood and integrated within solutions.
- Support network sales to launch or extend Ground & Rail business in the country.
WHAT ARE YOU GOING TO DO?
- Identify MNC with local decision/local business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals relating to the portfolio of customers assigned.
- Collaborate with BD and GROUND product country leadership to deliver sales targets (GR growth, NBW) per sub product and geography and ensure communication.
- Support product strategy and growth targets to the BD organization.
- Collaborate with Country & Regional G&R BD Leader to ensure overall coverage in the country.
- Connect with all BD 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.
- Support specifically the business development of X-Border & Multimodal product in collaboration with product and aligned with trade-lane priorities.
- Be the Voice of Customer to the operations and escalate critical resolution items that represent a risk to the business within Ground product.
- Conduct regular presentations of GROUND business to customers for prospection and/or market and business update.
- Drive collaborative efforts between country and product leaders within CEVA to meet the needs of customers.
- Prospecting for all potential opportunities (Assign and New Accounts) and delivering compelling solutions, value and pricing
- Develop and expand new accounts that will encompass a strategic roadmap defining multi-year growth, targets by key supply chain
- Ability to work in a matrix organization along with virtual teams & build strong internal relationships with Sponsor/Global/Regional/Sector team leaders as required for the account.
- Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
- Conduct regular business review meetings for all customers and drive meeting content to ensure operations, support and execution teams are present to support these reviews.
- Conduct quarterly business review (QBR) meetings including executive sessions for strategic alignment between CEVA and the customer.
- Responsible to communicate all expectations on these review meetings to the operations and support teams for implementation or improvements.
- Develop deep understanding of business streams of each customer and a detailed Relationship Map for each Account designated using CEVA’s CRM system.
- Leverage on Sectors Focused Solutions to penetrate account growth and development (example: Use of case studies and key SMART solutions within CEVA)
- Work with implementation teams on new projects to ensure customer expectations are communicated.
- Work to define all customer reporting requirements with customer (Country/Regional/Global Levels and all KPI (Service Metrics) with customers to be reviewed in business meetings conducted.
- Lead and work with customer to resolve all contractual and commercial decisions in compliance with CEVA policies and terms.
- Accurate and timely update of all customer engagement activities and business development opportunities within C-View.
- Perform other duties as assigned by the line manager.
WHAT ARE WE LOOKING FOR?
- Degree majoring in supply chain / logistics / transportation management / sales and marketing / international business.
- Minimum 3 to 5 years industry experience and business development or managerial and/or customer relationship management experience.
- In-depth knowledge of all air, sea, ground and contract logistics products and services.
- Excellent planning, time management, collaboration, decision making, organization, presentation and negotiating skills.
- Ability to understand unique customer supply chain requirements and drive a particular sector focus.
- Strong background in sales and marketing and a proven track record in business development and growth.
- Demonstrated success in managing (KPI’s) Key Performance Indicators.
- Demonstrated success in problem solving through use of data and information metrics and improvement to performance process.
- Proficient in project management methodologies with a focus on managing solution driven strategy plans to achieve goals.
- Experienced in financial management (P&L's, Balance Sheets, forecasting and budgets) to effectuate return on investment.
- Manages complex or emotional customer situations promptly and professionally meeting commitments for service and assistance.
- Maintains stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
- Uses appropriate methods and a flexible interpersonal style to help build a cohesive team and facilitates the completion of team goals.
- Good presentation skills.
