Chief Commercial Officer at CMA CGM

Main tasks and Responsibility

• Oversee and maintain good filling factor performance for trade services and ensuring COA and CSA are respected and met
• Identify and research for potential partnerships to stabilize services, development of trade services, and improving load volumes
• Identify and onboard new businesses within the cluster
• Boost import volume for both FOB and CIF clients
• Review client profiles and diversify cargo mix for the loadings within the cluster
• Lead, coach, and guide sales teams and ensure group/business KPIs/objectives are achieved
• Promote and sell non-maritime products (VAS, TBL and Cross-Sale)
• Formulate commercial strategies which will see CMA CGM grows Market Share within the cluster
• Develop Reefer export biz within the cluster, with the focus on flowers from Kenya
• Responsible for creating long-term business strategies to improve revenue and cost reduction in the respective scope of coverage.
• Leads in the preparation of budgets and proposals for infrastructure, technology, equipment, systems and other resources within the area coverage.
• Develop an understanding of the customers’ needs and make sure that they are met.
• Follow up on the weekly sales achievements and provide frequent updates to the management.

Skills and Qualification:

• Bachelors or master’s degree in business administration, marketing, finance, economics or related field
• 10+ years in sales and account management; regional or global sales experience will be an added advantage.
• At least 5 years’ experience in a senior management role preferred.
• Knowledge of the shipping industry will be an added advantage.
• Strong track record of success in senior sales leadership role including in client relationship management.
• Proven experience in market analysis and research.
• Strong track record of leadership and mentoring skills. Ability to persuade and influence others on the best approach to take.
• Good problem solving and time management skills.
• Be familiar and constantly up to date with the latest global maritime trade developments, changing market environments and competitors updates.
• Experience in preparation of annual budgets and forecasts for future lifting volumes
• Knowledge of process improvement methodology, tools & techniques.
• Familiar with MS Outlook, MS Project or other project and time management software applications.
• Excellent analytical, presentation, follow up, decision-making, problem-solving, team-building, interpersonal, negotiation, conflict-management and time-management skills.
• Ability to respond e-mails and queries in timely and efficient manner.
• Excellent communication (verbal and written) skills to technical and non-technical audiences of various levels in the organization; ability to explain technical features to non-technical audiences and vice-versa. Ability to communicate and explain new or updated processes to Agencies and various audiences.
• Resourceful and proactive in gathering information and sharing ideas.
• Not afraid of changes, flexible and adaptable.
• Ability to work in an international environment including travelling abroad on assignments.
• Cultural awareness, sensitivity to culture and customs.
• Proven problem-solving skills.
• Effective analytical & decision-making skills.
• Proven negotiation and conflict-management skills.