Regional Commercial Head, Project Logistics, Asia Pacific

1 day ago

Singapore CEVA ASIA PACIFIC HOLDINGS COMPANY PTE. LTD. Full time
Roles & Responsibilities

The position will be accountable for commercial performance for the Project Logistics Asia Pacific Region which include engaging and onboarding predefined new accounts into the CEVA Project Logistics division in addition to driving the Project Logistics portfolio and level of income.


Responsibilities


  • Monitor Global Project activity market, opportunities and always anticipate opportunities and tender as proactive manner
  • Identify business opportunities and generate profitable direct sales in both new and existing accounts that meet and exceed revenue goals relating to the portfolio of customers assigned, controlled and payable within the APAC region
  • Overall ownership of the APAC business pipeline, assignment of accountability and negotiation stages
  • Ability to understand unique customer supply chain requirements across all CEVA Project Logistics subsectors
  • Retention is mission critical to the role. Senior relationship management and service execution are two key components to insure account retention is achieved. Retain, grow portfolio of accounts across all product/service types within CEVA
  • Prospecting for all potential opportunities and delivering compelling solutions, value and pricing
  • Develop and execute an Account Plan for the customer that will encompass a strategic roadmap defining multi-year growth, targets by product.
  • Ability to work in a matrix organization along with virtual teams & build strong internal relationships with Sponsor / Global / Regional / Sector team leaders as required for the account.
  • Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
  • Conduct regular business review meetings for all customers and drive meeting content to ensure operations, support and execution teams are present to support these reviews.
  • Responsible to communicate all expectations on these review meetings to the operations and support teams for implementation or improvements.
  • Develop a deep understanding of business streams of each customer and a detailed relationship map for each account designated using CEVA’s CRM system.
  • Leverage existing solutions to penetrate account growth and development (example: Use of case studies and key solutions within CEVA)
  • Work with implementation teams on new projects to ensure customer expectations are communicated.
  • Work to define all customer reporting requirements with customer (Country/Regional/Global Levels and all KPI (Service Metrics) with customers to be reviewed in business meetings conducted.
  • Lead and work with customer to resolve all contractual and commercial decisions in compliance with CEVA policies and terms.
  • Manage tender pricing validation and take ownership when require to present offer, conclude business with all terms and contractual obligations associated
  • Accurate and timely update of all customer engagement activities and business development opportunities within C-View.
  • Perform other duties as assigned by the line manager


Requirements


  • Minimum 10 years of experience in the freight forwarding and contract logistics industry – Project Logistics experience essential
  • Proven track record in BD/sales roles
  • Ability to communicate, present and influence all levels of the organization, including executive and C-level
  • Proven ability to drive the sales process from plan to closure
  • Proven ability to articulate the distinct aspects of products and services
  • Knowledge regarding industry topics such as C2K, EDI standards, IATA rules, compliance etc
  • Analytical and project management skills
  • Operations trouble-shooting capability
  • Excellent listening, negotiation and presentation skills
  • Excellent verbal and written communications skills

Tell employers what skills you have

CRM
Management Skills
Troubleshooting
EDI
Customer Engagement
Supply Chain
Relationship Management
Sales Process
Direct Sales
Compliance
Project Management
Virtual Teams
Freight
Articulate
Business Development
Pricing

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