Note: The job is a remote job and is open to candidates in USA. CEVA Logistics is a leading logistics provider, and they are seeking a Regional Key Account Manager Director focused on the e-Commerce sector. The role involves managing key customer relationships, driving account growth, ensuring customer satisfaction, and overseeing profitability across business lines.
Responsibilities
- 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
- Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World including Quarterly Business Reviews with the customer working in close coordination with GKAMs and Global Ops & Product Managers
- 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 Logistics
- Detect Opportunities and prioritize them in order to achieve maximum reward
- Ensure Customer keeps CEVA Logistics as first in mind for their logistics needs
- Develop plans to ensure the retention of current regional business levels with specified accounts, preferably to a “no bid” level of confidence
- Build and strengthen relationships at Senior/Executive level with 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 accounts 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 Cluster Business Units (P&L owners)
- Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
- Align with business leaders to monitor P&L, manage accounts receivable from a regional 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 cluster MDs or designates to hold all CEVA accountable to approved levels of commitment
- Through market knowledge, and customer understanding, collaborate with business leaders and pricing to balance good margins and minimal risk of losing business
- To oversee and monitor regional payment collection, cooperating with country KAMs/OKAMs or finance to ensure the collection of payments from clients on behalf of the company with timely manner per contract payment term
- To handle overdue payments according to the company's policies
- Demonstrate and provide confidence regarding CEVA’s business technology expertise, including input to their supply chain and business strategy and impeccable execution
Skills
- Bachelor Degree. Business, Commerce, Trade, Marketing, or engineering degree
- Bachelor Educational background (business, supply chain preferred)
- Advanced experience in Automotive sector
- 5+ years minimum experience in regional / global account leader role
- Skilled at collaborating with virtual teams and be able to proactively work commercial issues internally as much as in front of the client
- Network management experience (5+ years)
- Advanced supply Chain knowledge (or similar flow chain processes)
- Advanced industry knowledge in regional commerce and logistics
- Advanced product knowledge – Air, Ocean, Ground NA, CL NA
- Experience building and executing on Account Plans
- A skilled relationship management professional with proven track record (5+ years) in related experience with half of that being in a senior capacity
- Overseas studies experience is preferred
- Master degree preferred
- Specific logistics and or multi-national/international mindset
- Ability to speak 2+ Languages
- International experience. Living in 2+ countries
- Have worked on the customer (shipper) side to understand the challenges customer face while dealing with Freight Forwarders / 3PLs
Benefits
- With a genuine culture of reward and recognition, we want our employees to grow, develop and be part of our journey.
- We value your professional and personal growth.
- That’s why we share plenty of career opportunities for you to thrive within CEVA.
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