Global Key Account Management Senior Expert - Technology Sector

CMA CGM•Brisbane, CA

About The Position

CEVA Logistics is a leading global logistics company with a comprehensive range of services including contract logistics, freight forwarding, transportation, and distribution management. The company emphasizes a culture of Boldness, Imagination, Exemplary, and Excellence, fostering a diverse and inclusive environment for its 110,000 employees across more than 170 countries. This role focuses on managing and growing the global business relationship with a specified customer within the Technology sector.

Requirements

Proven track record (10+ years) in related experience, with at least half of that in a senior capacity.
3+ years of commercial negotiations experience.
5+ years of network management experience.
5+ years minimum experience in a global account leader role.
3+ years minimum positive track record in P&L responsibility, including multi-national sites.
Mature judgment and decision-making skills.
C-Level training.
Smart Solution selling experience.

Nice To Haves

Master’s degree is advantageous.
Specific logistics and/or multi-national focus.

Responsibilities

Ownership of the total CEVA Global business relationship with the specified Technology sector customer, aligning business and financial commitments and company resources for success.
Identify, develop, sell, initiate, and provide operational oversight to increase CEVA business with assigned accounts.
Ensure customer retention across all geographies.
Expand relationships to the "C" levels with the customer, including executive levels, clusters, and different business units worldwide.
Lead and coordinate negotiations with the customer on all major contracts and opportunities.
Serve as the senior point of contact for assigned accounts for all business requests.
Identify local sales and operations contacts within CEVA to support the account and ensure they are trained on account strategy and status.
Lead the development and implementation of account plans, including relationship building, key personnel coverage, opportunity prioritization, overall account strategy, and budget/target for growth.
Maximize the consistency of the CEVA experience for clients globally.
Provide regular reports, briefings, and reviews to CEVA management, including the Executive Board.
Develop plans to ensure the retention of current global business levels with specified accounts, aiming for a "no bid" level of confidence.
Build and strengthen relationships at the "C" level with the client and at all relevant levels and geographies.
Fix and/or escalate issues to CEVA top management when appropriate.
Own and drive account growth through comprehensive development plans.
Identify and qualify opportunities for additional business, developing them from contact to contract.
Lead complex negotiations with the customer, ensuring CEVA's compliance with applicable legal procedures.
Manage P&Ls and accounts receivable globally and at the cluster level to ensure customer obligations are met.
Create input for the annual budget cycle based on approved account plans and ensure delivery of related targets.
Manage investment proposals, ICAP preparation, and ROI considerations for new ventures.
Demonstrate and provide confidence regarding Technology expertise, including input to supply chain, business strategy, and execution.