Air & Ocean Business Development Head

WHAT ARE YOU GOING TO DO?

A&O BD Strategy & Leadership

• Deploy and lead A&O go-to-market strategy at country level – notably in coordination with Regional A&O BD Lead and A&O Country Leads, also with Regional BD Leaders and Regional Sector Heads
• Provide leadership and direction to A&O Sales to identify business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals
• Lead, direct, evaluate and develop local A&O BD teams (i.e., Field Sales, KAMs, Sales Support, Indoor Sales)
• Set performance target and determine books of business allocation at country level
• Contribute to customer accounts review to determine if an account should / has the potential to be extended at regional level

Business Development & Growth

• Coordinate the implementation of new customer A&O contracts with both BD and Operations
• Ensure qualified growth and sufficiency of the pipeline to reach budget
• Analyze existing business within A&O BD (support growing volumes & revenues, define corrective action plans if relevant)
• Facilitate A&O cross-selling and up-selling opportunities to increase revenue
• Define specific sales campaign (e.g. LCL grouping,…)
• Close relationship with Local/ Regional Tender desk not to miss any Business Opportunity, and drive the Selling Value Proposition

Customer Relationship

• Ensure external representation in front of market relevant audiences to support Field Sales and NKAMs
• Perform sponsorship of key A&O customer relationships at local level
• Ensure NPS campaign follow-up and define corrective actions / development if needed at country level

Business Execution

• Develop & execute A&O local business development plans (forecasts, budgets, and operating plans) and provide leadership and consultation to the operations, and systems delivery groups
• Ensure Account Plans in A&O BD are properly completed by BD team

A&O Product Expertise

• Act as contact person at local level regarding business development of accounts within A&O
• Evaluate market regarding potential targets and business opportunities at local level within A&O

Coordination

• Ensure right level of coordination between A&O Sales within its country (e.g., best-practice sharing, supporting identification and valorisation of cross-countries, cross-regions opportunities)
• Coordinate with Regional Sectors Heads, RKAMs, Regional BD Leaders and Regional A&O BD Leads for A&O BD development within its country
• Define with A&O Regional BD leaders thresholds for (i) indoor sales and (ii) field sales respective perimeters and accounts allocation

Budget

• Create input for annual budget cycle from account plans and take responsibility for delivery of related targets for CEVA & customer benefit at regional level
• Ensure both NR Volumes reach or exceed the Budget set
• Ensure DSO reach the Budget set

Sustainability

• Promote Sustainable Fuels (SAF SMF) / Alternative Routing / Multi-Modal / More efficient Carriers etc.

WHAT ARE WE LOOKING FOR?

• Minimum Bachelor Degree in Business Administration, Supply Chain Management or related field
• At least 15 years proven experience in business development, sales, or strategic partnerships in logistics or supply chain industries
• Knowledge of logistics operations, freight forwarding and supply chain solutions
• Experience in managing P&L, budgeting and forecasting
• Ability to analyze market trends and develop competitive strategies
• Strong leadership and team management skills
• Strong negotiation, communication and relationship-building skills

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. We offer a benefits package that includes competitive annual leave entitlement, pension, health, and life assurance. 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. Join CEVA for a challenging career.