Key Account Management Head NORTAM

CEVA Logistics provides global supply chain solutions to connect people, products and providers all around the world. Present in 170 countries and with more than 110,000 employees spread over 1,300 sites, we are well on our way to achieving our vision: to be a Top 5 global 3PL.

We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement.

DARE TO GROW Join CEVA Logistics, and you will be part of a team that values imagination, encourages boldness and exemplarity, and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics as we become a global leader in the logistics industry. As we continue growing at a fast pace, will you “Dare to Grow” with us?

YOUR ROLE

Your primary purpose is to develop the CEVA business relationship with specified strategic customers based in North America and align all business and financial commitments and company resources to customer success. Key areas of focus include but not limited to:

     Customer Growth: Identify, develop, sell, service and provide operational oversight to increase CEVA business with assigned customers

     Customer Retention: Ensure CEVA retains current business in all geographies

     Customer Relationships: Expand relationships with the customer at executive level, in region, and across different business units

     Negotiations: Lead and co-ordinate negotiations with the customer in region for major contracts and opportunities

WHAT ARE YOU GOING TO DO?
 

Account Management

•      Serve as commercial point of contact for the assigned customers for all 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.
•      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
•      Provide regular reports, briefings and reviews as required within CEVA including to the Management Board

Retention

•      Develop plans to ensure the retention of current global business levels with specified customers, preferably to a “no bid” level of confidence
•      Build and strengthen relationships at the “C” level with clients. 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

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 Product Leaders (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 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 Regional MDs or designates to hold all CEVA accountable to approved levels of commitment

Sector and Supply Chain Expertise

•      Demonstrate and provide confidence regarding assigned sector expertise, including input to supply chain, business strategy and impeccable execution
•      Demonstrate a solutions mindset with a consultative approach to customer engagement

WHAT ARE WE LOOKING FOR?

Education and Experience:

• HighSchool Degree or GED required.
• Bachelor’s Degree in Transportation, Logistics, or Supply Chain Management or a related discipline preferred; or equivalent combination of work experience and completion of the LDP Program.
• Minimum five years related work experience.
• Minimum three years industry experience.
• Minimum three years supervisory or managerial experience.

Skills:

• Must be able to read, write and speak English fluently.
• Bi-lingual in Spanish preferred.
• Ability to communicate and interact effectively with people from multi-functional and diverse backgrounds. 
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals.
• Ability to effectively present information and respond to questions from management, employees and vendors.

Characteristics:

• Demonstrated leadership ability. Ability to allocate work In-depth knowledge of all company products and services.

• Strong financial analytical skills with experience in performing quantitative statistical analysis, simulation models, and mathematical models.
• Proficient in the use of analytical techniques such as statistical probability distribution, correlation, data sampling and relating sets of numbers.
• Ability to generate error-free reports, charts, and graphs.

WHAT DO WE HAVE TO OFFER?

With a genuine culture of recognition, we want our employees to grow, develop and be part of our journey. We offer a benefits package with a focus on your wellbeing. This includes competitive Paid Time Off, 401(k), health insurance and an employee benefits platform that offers discounts on gym memberships and a diverse range of retail, travel, car and hospitality brands, including important offerings like pet insurance.

 We are a team in every sense, and we support each other and work collaboratively to achieve our goals together.

 It is our goal 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 let’s work together to help you find your new 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 partof the CMA CGM group,  diversity is critical to our business success; only when we can reflect the cultures, languages, attitudes and local knowledge of our customers, can we succeed. By employing people with different experiences and abilities, we expand our knowledge and increase our creativity and innovation. 

Please note:  Legitimate CEVA Logistics recruitment processes include communication with candidates through recognized professional networks, such as LinkedIn or via an official company email address: firstname.lastname@cevalogistics.com. We recommend that you do not respond to unsolicited business propositions and/or offers from people with whom you are unfamiliar.