Global Key Account Management Head

hace 2 semanas

Madrid, España Ceva Logistics A tiempo completo

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

Account Management: Ownership of total CEVA Global business relationship with C&R sector specified customer; aligning all business and financial commitments and company resources to success.

Customer Growth: Identify, develop, sell, initiate and provide operational oversight to increase CEVA business with assigned accounts.

Ensure Customer Retention: Retain current business in all geographies.

Customer Relationships: Expand relationships to the “C” levels with the customer in executive levels, clusters, and different business units worldwide.

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

WHAT ARE YOU GOING TO DO?
- 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.
- 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
- Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World.
- Provide regular reports, briefings and reviews as required within CEVA including to the Executive Board
- Develop plans to ensure the retention of current global 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
- 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
- Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
- Manage P&L’s and accounts receivable from a global 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 MDs or designates to hold all CEVA accountable to approved levels of commitment
- Demonstrate and provide confidence regarding C&R expertise, including input to supply chain, business strategy and impeccable execution

WHAT ARE WE LOOKING FOR?
- Master’s degree advantageous
- Specific logistics and or multi-national focus
- The role requires a skilled relationship management professional with proven track record (10+ years) in related experience with half of that being in a senior capacity.
- 3+ years commercial negotiations
- Network management experience (5+ years)
- 5+ years minimum experience in global account leader role
- 3+ year minimum positive track record in P&L responsibility; multi-national sites
- Mature judgment and decision-making
- C-Level training
- Smart Solution selling experience
- Superior communication skills, both written and spoken

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

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