YOUR ROLE
The Regional Key Account Manager (RKAM) will take ownership of CEVA Regional Business relationships with clients the Industrial sector. He/She will be responsible for all business & financial commitments within his/her perimeter. The RKAM will identify, develop, sell, and provide operational oversight to increase CEVA business with assigned account across all business lines (Air, Ocean, Contract Logistics etc…). He/She will lead negotiations on major contracts, ensure customer retention and satisfaction.
WHAT ARE YOU GOING TO DO?
Account Management
- Be the senior point of contact for the assigned accounts for any normal and customary business requests. Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector leaders to ensure they are properly trained on the strategy and status of the account.
- Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World including Quarterly Business Reviews with the customer working in close coordination with GKAMs and Global Ops & Product Managers
- Lead the development and implementation of account plan(s), including relationships building, key people coverage plans, opportunity prioritization, overall account strategy and a budget/target for business growth and development
- Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector Leader and GKAMs to ensure they are properly trained on the strategy and status of the account.
- Provide regular reports, briefings and reviews as required within CEVA
Retention
- Develop plans to ensure the retention of current regional business levels with specified accounts, preferably to a “no bid” level of confidence.
- Build and strengthen relationships at “C” level with the client. Ensure relationships are developed at all relevant levels and geographies in the client organization by involving the CEVA global team. Responsible to fix and/or escalate issues to CEVA top management when appropriate and/or required.
- Responsible to fix and/or escalate issues to GKAMs & Global Ops & Process Management team when appropriate and/or required.
Growth
- Own and drive account growth: make comprehensive development plan(s) for each aspect of the assigned account and update on regular basis. Get buy-in and approval for the execution of the account plans by working through and with BD Sector leaders and Executive Sponsors
- Identify and qualify opportunities for additional business. Develop qualified opportunities from ‘contact to contract’, together with the relevant Cluster Business Units (P&L owners). This is multinational effort demanding the ability to match customer needs to CEVA intellectual capital to practical application and development
- Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
Manage Profitability
- Manage P&L’s and accounts receivable from a regional to cluster level across business lines to ensure customer obligations are met by both CEVA and the customer to the discipline of the commercial arrangements in place
- Create input for annual budget cycle from the approved account plans and take responsibility for the delivery of the related targets for CEVA and customer benefit
- Manage the investment proposal, ICAP preparation and ROI considerations for new ventures and then work through cluster MDs or designates to hold all CEVA accountable to approved levels of commitment
Account Receivable
- To oversee and monitor regional payment collection, cooperating with country KAMs or finance to ensure the collection of payments from clients on behalf of the company with timely manner per contract payment term.
- To handle overdue payments according to the company's policies.
- Technology and Supply Chain Expertise
- Demonstrate and provide confidence regarding CEVA’s business technology expertise, including input to their supply chain and business strategy and impeccable execution
WHAT ARE WE LOOKING FOR?
- Master degree background (business, supply chain preferred) •
- 5+ years minimum experience in regional account leader role
- Oversea study experience is preferred.
- Skilled at leading a virtual team and be able to proactively work commercial issues internally as much as in front of the client.
- Network management experience (5+ years)
- Advanced supply Chain knowledge (or similar flow chain processes)
- Advanced industry knowledge in regional commerce and logistics
- Advanced product knowledge
- A skilled relationship management professional with proven track record (8+ years) in related experience with half of that being in a senior capacity.
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
We value your professional and personal growth. That’s why we share plenty of career opportunities for you to thrive within CEVA. This role can be the first step on your career path with us. You can stay in the same job family, find a new family to grow in (an almost limitless number of options) or find your own path. Join CEVA for a challenging and rewarding career.
As a global organization, and as part of the CMA CGM Group, diversity is critical to our business success; only when we can reflect the cultures, languages, behaviors and local knowledge of our customers, we can succeed. By employing people with different experiences and abilities, we expand our knowledge and increase our creativity and innovation.
