Sales Development Specialist Dominican Republic

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.

Contributes to fulfillment of the Commercial Objectives by developing and managing a customer portfolio in a specified geographic area in accordance with Agency Business Plan Management; Promote and sell products and services and contributes to encourage Group image and values.

Responsibilities and Duties

• Participating in establishing the Commercial actions plan
• Plan and conduct commercial visit according to the commercial action plan and produce visit report in CRM (mainly commercial visits for Outside Sales / mainly phone calls for Inside Sales)
• Sell & promote Group Services and Non-Maritime products (ecommerce, VAS, CH (intermodal), CEVA…) in compliance with the pricing policy and supports digital platform.
• Identify commercial market opportunities and develop market shares and/or improve revenues according to commercial strategy
• Support with market information for VP Analysis (Vessel Profile Analysis) per trade
• Support with market information for Benchmark Analysis
• Update commercial data and customer feedback in CRM (ex-Opportunities (Pipeline), VAS & CH Opportunities, Activities, Sales Leads, contacts), as per weekly target
• Meet targets in SVPC (Sales Visits Phone Calls) and qualitative targets monitored in Analytics, as per weekly target.
• Deliver quotations/pricing requests to customers in correspondent timing, update of Aqua or LARA contracts of client portfolio prior to the expiration dates
• Relay to Sales Support other requests from customers to Customer Care
• Ensure follow up on her/his customers’ portfolio payments and contribute to recovering unpaid debt.
• Participate in commercial events and develop a professional network within her/his commercial area
• Ensure update of commercial data in the information system

Qualifications

• College degree in International Business, Administration or similar fields
• Minimum 2 years’ experience in the maritime industry
• Minimum 1 year experience in commercial positions in the maritime industry
• Intermediate-advanced English (conversational)
• Customer knowledge
• Sales techniques knowledge
• Knowledge of commercial policy and offers
• Financial and economic knowledge
• Business intelligence
• Commercial action
• Negotiation
• Problem-solving skills: Critical thinking, adaptability, collaboration
• Incoterm knowledge
• Operational marketing
• Commercial relation

Key Performance Indicators (non-exhaustive)

• Management Control: Control Volume & Uncontrolled Volumes versus targets (NOVA Business)
• Evolution of Market Share for all trades
• Prospects 6% target: Identification of New Clients to Expand Market Share (NOVA Business)
• Cross Sell leads/Opportunities according to budget (NOVA Business)
• VAS leads/Opportunities according to budget (NOVA Business)
• 100% Customer Portfolio Potential volume coverage (NOVA Business)
• 100% Target performance VS Budget (Customer Performance vs Budget)
• 100% Opportunities Portfolio coverage (NOVA Business)
• 100% Pipeline Execution for 30 days /150% Pipeline Execution for 90 days
• 100% AQUA Quotations with Shipping Opportunity (NOVA Business)
• Win Ratio: 10% to 50% max (NOVA Business)
• 100% Offer Coverage (NOVA Business)
• Quotations converted in Bookings (Quotation Dashboard)
• 9 Touch Points per week (Visits) (NOVA Business)
• Each visit with Minutes/ MoM (NOVA Business)
• Quality / Number contacts accurate by territories

Work Relationships

• Customers
• CMA CGM Agencies Staff (Local & Global)
• GKAM Global Key Account Manager
• CMA CGM Group Regional Office

Please ensure you are familiar with the CMA CGM Corporate Internal Mobility guidelines