中国区大客户销售 China Key Account Sales, BCO

该职位来源于猎聘 YOUR ROLE As a China Key Account Sales, BCO, you will be responsible for activities and development of assigned key BCO accounts and support Key Account Manager for key BCO management within China region by the sales network to continuously optimize key BCO performance and contribute to company commercial targets. WHAT ARE YOU GOING TO DO In this role, you will be expected to perform professionally by dedicating to below responsibilities:

• China Vertical Management Desk:
• Market Identification: collect and analyze local marketing information, competitors' information, paying close attention to any changes in the market with duly quality reports to Area Management or Sales / Lines Management.
• Act as country entry point of related vertical to provide China market business situation analysis.
• Support HO/RO vertical plan creation, provide China market business situation analysis.
• Complete qualified vertical reports.
• Local KAM Role:
• Follow Elite and Corporate Global level customers that are assigned to this sales, and also local VIP customer which subject to segmentation and agency arrangement dynamics
• Plan and conduct commercial visits and phone call to Global Accounts (Chinese counter parts of the Global Accounts)
• Ensure business development of all key BCO customer
• Follow up daily issues from Global Accounts
• Create yearly business plan for each account and monitor the developments
• Cooperate with regional relay desk sales with local tasks and customer information collection.
• Coordinate with POL branches to ensure efficient service offered to Global Accounts
• Define and administrate business SOPs for each account with Key Account Manager, to the CC network and in agreement with each BCO Account
• Act as an entry point for HO/RO and Global network for necessary assistance
• Collect and combine data from regional relay desk sales
• Obtain and share with local network long term forecast and seasonality extra space application
• Participate in global tender tasks (local window towards customer regional decision maker), regional organize meeting during global tenders
• Periodically review performance with clients centralized setup in China Off tender business development and entry point to customers Local PIC for rate dispute and DND dispute regarding GA biz
• Promote CMA CGM Group Services and Non-Maritime products (ecommerce, VAS, intermodal, CEVA…) to GA customers.
• Support HO / SSC Tender teams collect necessary local information
• Other tasks assigned by GA Desk Manager
• Global KAM Role:
• These responsibilities are applicable when Elite and Corporate Global level customers are assigned to this sales, subject to segmentation and agency arrangement dynamics
• Develop a growth strategy and budget for each account with China Key Account Sales Director and China Top Management
• Communicate internally on accounts’ evolutions with Top Management and contribute to value proposition ideas.
• Ultimately responsible for a portfolio of Elite & Global corporate customers on a Global level for all trades and brands.67
• Responsible for building account plan for each customer within portfolio.
• Follow up global tender/quotation of the account
• Develop strategic partnerships with customer, increase commercial network expertise and knowledge of this customer.
• Ensure account performance, meeting customer awards and addressing market changes.67
• Identify and inform of any process improvements needed to improve customer satisfaction.
• Coordinate with all internal stakeholders (legal, lines, customers care, agencies…) to secure the interest of the customer.
• Communicate process improvements for customer satisfaction and operational efficiency.67 WHO ARE WE LOOKING FOR You will be a great fit if you have:
• Minimum Bachelor Degree, with 5+ years of relevant working experience in shipping industry
• Sound record within the industry and being familiar with China shipping market with extensive relationship
• Possess commercial skills, professional, autonomous with strong ability to drive forward
• Business acumen, results oriented, analytical, resourceful and able to work in a highly dynamic environment
• Good communication/negotiation/reporting skills
• Fluent in English and mandarin COME ALONG ON CMA CGM'S ADVENTURE!