Key Account Manager, Strategic NVO
About The Position
Led by Rodolphe Saadé, the CMA CGM Group, a global leader in shipping and logistics, serves more than 420 ports around the world on five continents. With its subsidiary CEVA Logistics, a world leader in logistics, and its air freight division CMA CGM AIR CARGO, the CMA CGM Group is continually innovating to offer its customers a complete and increasingly efficient range of new shipping, land, air and logistics solutions. Committed to the energy transition in shipping, and a pioneer in the use of alternative fuels, the CMA CGM Group has set a target to become Net Zero Carbon by 2050. Through the CMA CGM Foundation, the Group acts in humanitarian crises that require an emergency response by mobilizing the Group’s shipping and logistics expertise to bring humanitarian supplies around the world. Present in 160 countries through its network of more than 400 offices and 750 warehouses, the Group employs more than 155,000 people worldwide, including 4,000 in Marseilles where its head office is located. The Key Account Manager is the primary sales contact for assigned accounts and trade lanes, responsible for driving growth, profitability, and customer satisfaction. This role focuses on account management, sales execution, and operational follow-up to achieve targets. Key Account Managers spend most of their time meeting customers, fostering relationships, aligning needs with company goals, growing ocean volumes, promoting CMA Value Added Services and CEVA offers, and securing new accounts. They are expected to maintain and expand existing ocean volumes while differentiating CMA through service adoption and actively hunting for new business opportunities.
Requirements
- Good computer skills: Word, Excel, Power Point
- Good communication & interpersonal skills
- Excellent problem solving skills
- Ability to work independently
- Strong negotiation skills
- Ability to handle multiple tasks simultaneously
- High School Diploma or GED
- 5-10 years General Experience
- 5-10 years Industry Experience
- Minimum of 6 years of industry experience, preferably 4 years carrier outside sales experience.
Nice To Haves
- Bachelor’s Degree
Responsibilities
- Develop and execute customer-specific business plans to achieve weekly quotas and annual growth targets.
- Manage and grow a portfolio of key accounts, ensuring target volumes and revenues are met.
- Build relationships across all decision-making levels within customer organizations to establish long-term partnerships.
- Identify and qualify business opportunities across all company products, prioritizing high-potential accounts (e.g., customers moving >250 TEUs annually).
- Monitor account profitability, ensure timely payments, and align pricing and services with company strategy.
- Conduct in-person customer visits weekly, spending 50% or more of the week outside the office engaging with clients.
- Utilize travel and entertainment budgets to strengthen relationships while adhering to corporate policies.
- Execute cold calls quarterly to expand the customer base and onboard new accounts.
- Lead negotiations for major contracts and opportunities, ensuring alignment with company goals.
- Follow up on customer meetings with actionable outcomes, such as correspondence or next steps.
- Prepare and submit weekly reports, including: Expense Reports, KPI Territory Reports (sales performance, market trends, customer feedback).
- Analyze account performance and market trends, providing actionable insights and recommendations.
- Maintain accurate CRM data and ensure timely updates.
- Respond promptly to communications: Urgent: within 24 hours. Non-urgent: within 24 hours. Sales leads: acknowledgment within 1 day, follow-up within 3 days.
- Maintain availability for urgent matters.
- Regularly update voicemail and email announcements to reflect availability.
- Act as the primary contact for assigned accounts, facilitating communication between customers and internal teams.
- Work with BD Sector Leaders, Executive Sponsors, and management to align account strategies with company objectives.
- Attend weekly sales meetings to review budgets, business plans, and account performance.
- Share meeting results and updates with upper management to ensure transparency and alignment.
Benefits
- Performance-based bonuses
- Comprehensive benefits, including health insurance, retirement plans, tuition repayment and paid time off
- Professional development opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
