Sales Effectiveness Specialist

Role Overview

• Support the Sales Director’s business decisions by executing and monitoring the commercial strategy within the department
• Review and dispatch leads according to the strategy defined at Group level
• Review, accept, or reject customer qualification exceptions
• Perform system maintenance
• Promote CMA CGM Support Group services and non-maritime products (e-commerce, VAS, intermodal, CEVA…)
• Support Inside/Outside Sales for a dedicated customer portfolio
• Follow up on quotations sent, expiring, not booked, and lost customers, and take appropriate actions
• Follow up with digitized customers via phone calls/reminders based on customer qualification priorities defined at Group level
• Support customers in the use of SpotOn
• Promote CMA CGM Group services and non-maritime products (e-commerce, VAS, intermodal, CEVA…)
• Ensure customers comply with sales-stage compliance rules
• Drive follow-up on quotations sent, not booked, and lost customers
• Manage territories (assign business partners to territories, clean up partner codes, etc.)
• Update and support target setting and ensure the quality of targets from Agency Management / RO / HO sales & Lines
• Participate in sales projects launched by RO/HO
• Communicate to the Sales team about changes coming from RO CCO
• Train and monitor Sales team adoption of sales processes and sales tools; ensure refresher trainings are regularly organized
• Contribute to dispute resolution (when related to quotations) and liaise with Pricers & Customer Care on Freight & DDSM claims
• Handle non-direct sales actions in line with CCO guidance (waiver requests, marketing communications, etc.)
• Maintain local office news on the corporate website
• Monitor and follow up on Sales Team performance
• Monitor data in NOVA Analytics to improve and ensure data quality (visits, calls, leads, opportunities, contacts)
• Identify market size, ensure the team collects market intelligence, and prepare reporting
• Produce commentary and conduct special studies by verticals and report on sales performance / new business opportunities to the CCO, Agency Management and RO/HO
• Benchmark the competition

Requirements

• Minimum 5 years of experience
• Diploma from a commercial/business school
• Bachelor’s degree in Business/Commerce