This position is designed with the ultimate goal to increase our share of Customers spend and drive profitable growth. The position will directly support the upstream CEVA operating model, wherein Sectors are mandated to drive customer strategy, innovation and growth for Century Accounts. Directly support the downstream 2011 KAM role definition, where KAM is an upgrade from sales only role, including having accountability for the customer dimension P&L's, service and satisfaction (for the customers in the roles scope).
The position Integrates the Sectors into the Region and more directly brings Sectors to CEVA's large mid-tier (typically " double C") Century customers. The position makes CEVA's Sector capability more accessible and visible to Customers, to bring tangible direct value add to the Customers Supply chain; leverages our Sector expertise 'locally" to maximize CEVAs opportunity to provide CEVA's integrated solutions to this significant customer base.
Coordinate Business Development efforts to deliver profitable growth for accounts owned by region to achieve all growth targets.
Develop, deploy and support a clear and focused strategy that should: define "where to play, "how to win," and should indicate target customers, sub-sectors and products. Should also communicate strategy broadly to ensure that this direction is understood and followed across the company.
Gain and supply sector expertise to represent CEVA externally and internally.
Engage with leaders in all regions to deliver excellence in operations and service for the regional sector portfolio.
Lead and support the Global KAM program.
Manage and own results in profit and loss and balance sheet.
Interpret current affairs for potential market, supply chain and strategy implications.
Lead the development of sector specific products and services by understanding sector trends and customer requirements; own the SMART solutions for the sector, collaborate with different business units to "invent" new products or services; and work within existing solutions and capabilities to optimize industry relevance.
Collaborate functionally and cross functionally on a sub-Regional, Regional, Global, Functional and Product basis as necessary to achieve desired results for the RSP, material in scope non RSP and Big Deal customers.
Champion the Customers perspective to find an overall " way" in the collaboration, while being cognizant of our own determined strategies and the legitimate objectives of others in CEVA.
Develop team to upgrade KAMs soft and hard skill sets by active support, coaching and development and engaging HR talent and training groups for support as required.
Develop strategies to increase breadth of service offerings, strengthening integration to Customers systems and teams and moving CEVA Products sold beyond those commodity services that are easily & discretely moved to third parties.
Develop relationship strength and depth by decreasing any fragile single point of contact reliance, with the specific aim to increase relationship stickiness, engaging with RSP broadly (but controlled) across all senior levels. Develop CEVA's network of relationships to get CEVA generally embedded in customer thinking and coached for success. Create roadmap to the ultimate goal of a partnership relationship, whereby CEVA becomes first consultative call on all significant deals and active in Customers logistics strategy and supply chain development.
Observe business rules, own contracts and their risk and rewards.
Provide Global leadership in crisis situations.
Attend relevant industry events and gain speaking platforms where appropriate.
Organize sector specific external marketing.
Pursue avenues to cross sell between core CL and FM services.
Keep abreast of emerging technology changes and innovations through formal or informal study, reading business and professional publications, networking, and participation in professional organizations.
Conduct annual performance reviews for all staff within department. Address all employee performance problems promptly and directly in accordance with personnel policies of the company.
Education & Experience
Bachelor's Degree or very significant cumulated work experience.
Preferred bachelors in Business Administration, Logistics / Supply Chain Management or related field of study preferred;
The role requires a skilled relationship management professional with a proven track record (8+ years) in Sales or Account Management
Hands on experience of on-going sustaining management and continuous improvement of Accounts in a Business to Business environment with responsibility including: Sales, Cost, P&L (EBITDA), cash, service, and relationship.
Experience in and knowledge of Supply Chain Management.
Minimum of fifteen years in workplace
Previous experience in a logistics operational role
Previous experience in solution design and/or project management.
Specialist Knowledge & Skills
Ability to champion the customer agenda and deliver against CEVA requirements in a matrix environment, leading a team regardless of reporting lines or hierarchies, across multiple functions and geographies
Ability to influence without authority, create dynamic networks from and within traditional Functional, Regional and Product structures; ability to live with and resolve continual internal ambiguity of objectives (some real some perceived),
Strong facilitator with ability to bridge multiple partisan positions to establish accepted 'One CEVA' positions with internal and external stakeholders
Negotiation and influencing
Good judgment, ability to anticipate and plan
Experience in managing a suite of Accounts through others, rather than single large Account
Market analysis background in Product or Sector roles, preferably in Logistics
Interpersonal & Communication Skills
Ability to build sustainable and profitable relations with customers - including ability to recognize mutuality as a fundamental in a business to business relationship
Must be just as much at ease with tactfully tackling difficult subjects with Customers requiring customer action or change as they are at selling solutions a Customer needs/wants
Executive level presence and relationship building ability
Ability to hold internal and external parties equally accountable
Ability to make tough decisions while maintaining respect and group opinion of someone who does the right thing
Team building / leadership
Ability to mentoring / coaching ability
Ability to work effectively and to coach KAM to work productively in a matrix environment
Bringing the numbers to life
Shaping the future
Passion for customers
Influencing & partnership building
Performing in an entrepreneurial way
Operational innovation and change management
Integrity & Respect
Diversity & Inclusion
Supply Chain Mastery
Development of Self and Organization
Yes, 5% of the time
Ceva Logistics - 11 months ago
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