Head, Business Development

Led by Rodolphe Saadé, the CMA CGM Group, a global leader in shipping and logistics, serves more than 420 ports around the world on five continents. With its subsidiary CEVA Logistics, a world leader in logistics, and its air freight division CMA CGM AIR CARGO, the CMA CGM Group is continually innovating to offer its customers a complete and increasingly efficient range of new shipping, land, air and logistics solutions.

Committed to the energy transition in shipping, and a pioneer in the use of alternative fuels, the CMA CGM Group has set a target to become Net Zero Carbon by 2050.

Through the CMA CGM Foundation, the Group acts in humanitarian crises that require an emergency response by mobilizing the Group’s shipping and logistics expertise to bring humanitarian supplies around the world.

Present in 160 countries through its network of more than 400 offices and 750 warehouses, the Group employs more than 155,000 people worldwide, including 4,000 in Marseilles where its head office is located.

**Summary**:
The Head of Business Development - Cross Selling CEVA and VAS will be responsible for driving the strategy and execution of the cross-sell and VAS (CMA CGM+) activities in Asia Pacific and deploy the latest frameworks, best practices, and methodologies across the various business units/functional groups. Working closely with the leadership, the Head of Business Development will be responsible for developing and growing the sales of Cross Selling CEVA and VAS in Asia Pacific and Oceania region. The Head of Business Development Manager will be promoting, supporting and facilitating the cross-selling services and upselling VAS products of CMA CGM among existing clients in various region and ensuring that the clients are aware of the cross-selling services available between CMA CGM and CEVA, and the VAS products offer by CMA CGM.

To perform well in this role, you should be a good communicator, motivated, strong analytical skills and has a good knowledge of the shipping & logistic industry.

Cross Selling CEVA

Development of synergies (30%)
- Partner with key customers and vendors to develop multimodal solutions. This may include facilitating and conducting workshops, working on joint innovative solutions, sharing innovation best practices.
- Monitor and analyze cross-sell performances versus budget, and be able to present data and business opportunities to internal stakeholders.
- Take necessary actions to identify and maximize the business opportunities in different region.
- Monitor and follow up of opportunities presented by CMA CGM to CEVA.
- Coordinate cross sell action plans per country/product and related sales campaign.
- Work with the leadership in Asia to drive cross-sell within their respective functional areas/business units. As part of this, build relationships with employees to garner insights into areas of opportunity where cross-sell can play an important role.
- Engage and maintain relationships with key stakeholders across the company to effectively navigate a global organization.

Product innovation (20%)
- Identify, assess and leverage, CMA CGM and CEVA capabilities to build integrated end-to-end offers addressing growing corridors, regionalization trends and dynamic verticals.
- Develop and manage a portfolio of innovation endeavours in collaboration with the product Lab, considering the Group capabilities and customers interests.
- Lead the ideation, approval, and execution of solutions proof of concepts. Detail the hypothesis, risks, timeline and results to report out to leadership Assess go to market strategy and appropriate sales support levers.

Value Added Services

Commercial Performance (30%)
- Work closely with Asia network for commercial development of VAS products in their respective locations to maximise VAS revenue and profitability.
- Enable and animate the Asia network to promote the products to achieve VAS commercial and operational goals, include facilitating and conducting workshops, joint innovative solutions and sharing best practises.
- Monitor and analyze VAS performance vs budget, and be able to present data and business opportunities to internal stakeholders.
- Engage with Asia network for VAS knowledge enhancement across involved functional team to ensure effective upselling.
- Engage with Asia line and commercial leadership to garner support in upselling VAS as complimentary but valuable addition solutions.

Product innovation and animation (20%)
- Engage with HO VAS product team to ensure quality and competitiveness of product and strategize action such as campaign to achieve target of individual product in each country.
- Work with Asia network to collate product feedback, lead in necessary discussion with product leader to improve sales-ability.
- Develop and manage a portfolio of innovation endeavours in collaboration with the product Lab, considering the Group capabilities and customers interests.

**Requirements**:

- Diploma or Degree, preferabl