Sales Key Account Manager MEA - Ocean/Air/Ground/CL
CEVA Logistics - CMA CGM Group
Total years of experience :18 years, 9 Months
About CEVA Logistics (Supply Chain & Logistics):
CEVA provides world-class supply chain solutions for large and medium-size national and multinational companies across the globe. As an industry leader, CEVA offers customers complete supply chain design and implementation in contract logistics and freight management, alone or in combination. Together with CMA CGM, a leading worldwide shipping group and CEVA’s strategic partner, we are able to offer our customers end-to-end logistics solutions..
Responsibilities :
- Extend my portfolio and book of business for MEA
- Secure an average of 5 meetings per week
- Build up a strong pipeline from Automotive, Industrial, New technology, Perishable, Retail and E-Commerce sectors
- Lead meetings with regional and international departments/Product Leaders/GKAMs for new projects
- Work on SOP for each project with the operations and ensure the implementation
- Monitoring the entire Supply Chain & Logistics solution from A to Z
- Follow-up consistently through meetings with clients and internal/external stakeholders to ensure requirements and KPIs are met
- Ensure payments on time thanks to consistent follow ups
- Expand my book of business with consistent networking and recommendations from my clients
Achievements :
* BoB yearly target achieved in June 2023
* Awarded after 12 months and joined the league of CEVA Global Sales Superhero Team
* Designed and implemented a new and disruptive end-to-end solution for the Automotive sector
* Built a strong pipeline of +$20M within the first 6 months
* Secured new accounts within the first 8 months : 2 Global Automotive accounts; 1 Global account from Industrial; 1 Large account from Oil & Gas; 1 Large account from New technology and several Perishable accounts
* Engaged into 3 new regional projects for Ground solution with contractual partnerships
* Engaged 3 new Regional accounts from E-Commerce for 3PL projects
* Completed E-Commerce training within the first 3 months after joining
Skills: Oral Communication · Sales · Skill Development · Reporting · Coaching & Mentoring · Sales Negotiation · Relationship Development · Strategy · Strategic Partnerships · Product Strategy · Driving Results · New Product Rollout · EBIT · Market Knowledge · Interpersonal Skills · Air Freight · Communication · Contract Logistics · Supply Chain Operations · Supply Chain Optimization · Third-Party Logistics (3PL) · International Logistics · Logistics Management · Business Development · Customer Satisfaction · Business Strategy
About AGS Worldwide (Logistics) :
AGS, present in 97 countries around the globe, supports his partners in Logistics, which includes Mobility services, International & Local Moves, Logistics, Storage and Records management. I was appointed to fix the portfolio, skyrocket the revenues, promote and develop our brand image within the UAE.
Responsibilities :
- Skyrocketed our book of business with a focus on the Automotive sector
- Secured an average of 5 corporate meetings per week
- Conducted up to 8 survey meetings per day
- Drafted around 220 quotations and proposals in the first 12 months
- Oversaw the entire logistics from A to Z (3rd party / agents, shipping lines, custom brokers...)
- Collected payment 100% on time thanks to consistent follow ups
- Expanded my portfolio with consistent networking and recommendations from my clients
- Actively prospected on LinkedIn to continuously grow my database of key contacts
Achievements :
* Overachieved my targets by 30% year to date - billed an excess of $1M by June 2022
* Held the highest conversion ratio between quotations and booked jobs (60%)
* Ranked top biller after only 4 months within the organization
* Recovered 4 global accounts that were no longer active with our company
* Convinced 5 global organizations to work with us plus approx. 20 SMEs (hospitality, finance...)
* Secured 4 new partnerships with MNCs (defense, aerospace, technology, government) in the first 12 months
* Took over 7 main organizations from our competitors' portfolio (engineering, schools, FMCG...)
* Personally raised our Google's reviews from 2.3/5 to 4.4/5 within 6 months
Skills: Supply Chain Operations · Supply Chain Optimization · Third-Party Logistics (3PL) · International Logistics · Logistics Management · Management · Sales Process · Sales Management · Business Development · Customer Satisfaction · Business Strategy
About FMAD (Communication Agency) :
FMAD is the communication agency of the year in France, focusing on the Healthcare Industry.
I was appointed to promote and develop our activities in the GCC region despite no previous presence.
Responsibilities :
- Spearheaded the development of the GCC Market from A to Z (Business Plan to Implementation)
- Developed a portfolio of Large Accounts in the Region from Scratch
- Promoted our services and met with C level Actors in the region.
- Created various Keynote presentations to several Marketing Teams
Achievements :
* Generated Several Millions of dollars in Sales pipeline in less than 6 months
* Convinced 7 multinationals to work with us, despite having no previous experience in the market
* Secured 40 high levels (C-suite) meetings in less than 3 months
About DashBoard (Automotive) :
DashBoard provides new and used cars, mainly from Germany, and sales them by leasing or direct purchase in GCC countries & part of European market (France, Spain, Switzerland, Portugal, Finland...). Our target customers were both, car dealers and final users.
Responsibilities :
- Managed the FVL international department (2 persons) and the Import/Export operations (RORO, Ground, Air and Sea)
- Oversaw 4 dealer shops in Paris, Lyon and 2 in Toulon
- Supervised, trained and led a team of 10 sales persons and monitored the KPI's
- Established strong relationships with freight forwarders and ensure the clients' satisfaction
- Developed Unique Selling Points that solidified our position in the top end of the market
- Established budgets, sales objectives and individual targets for each team member
- Developed an extremely profitable distribution channel from the manufacturers themselves
- Upgraded our delivery process to a world class customer service
- Developed key partnerships in GCC countries (UAE, KSA, Doha, Kuwait...) plus Turkey
- Promoted our company in 13 trade exhibitions
Achievements :
* Secured contracts with 4 prestigious multinational car manufacturers in Germany from scratch
* Reached a turnover of 4, 000, 000$ in 2016 (by direct sales and leasing)
* Skyrocketed export sales from 15% in 2011 to 60% after 24 months
* Developed the company's digital presence and Converted 20% of leads into new clients
* Grew our average customer’s purchase from $15, 000 to $54, 500 (72.5%) in less than 5 years
* Brought our monthly sales from 19 units per month to of 32 sales per month in less than 12 months
* Stimulated customers loyalty : 55% of customers have renewed a purchase
* Maximized leads : a 1/3 of our customers comes from recommendation
* Acquired 16 B to B customers in GCC countries plus Turkey in less than 12 months
* Trained and mentored 3 sales representatives to management functions, who quickly became top performing managers
Skills: Supply Chain Operations · Supply Chain Optimization · Third-Party Logistics (3PL) · International Logistics · Logistics Management · Supply Chain Management · Management · Sales Process · Sales Management · Business Development · Customer Satisfaction · Business Strategy · Sales cycle
About Vita Api Biotechnology (FMCG - Organic complementary food) :
Vita Api is a unique biotechnology laboratory that develops organic complementary food. My role was to revamp the entire Sales and Marketing department and drastically boost sales by creating a strong Channel of Distributors.
Responsibilities :
- Built the company’s 1st database and Added over 3, 850 Distributors
- Developed and Secured the firm's 1st Distribution channel from A to Z
- Increased by 25% my Distributors' turnover by Implementing and Monitoring several POS Direct Sales Actions
- Organized and promoted 6 conferences designed for Distributors and KOLs - 300 participants
- Successfully approached several Key Opinion Leaders to promote the company's products
- Launched a radio communication campaign that reached over 1 Million listeners
- Trained over 235 persons across my distributors
- In charge of pitching during conferences to present and promote the laboratory and its products
Achievements :
* Reduced the Business Development and Marketing department cost by over 10 folds.
* Developed from scratch a highly active channel of Distributors with 85 partnerships in less than 15 months
* Implemented and Oversaw several POS advertising (aisle end display)
About Chalhoub Group (Luxury retail) :
Chalhoub operating in all GCC countries; the company retail worldwide famous Brands in different field such as art de la table, fashion, jewelry, cosmetics... I was appointed to drastically reduce unsold items on stock by putting in place new procurement processes and policies.
Responsibilities :
- Realized an intensive audit of the purchasing processes and their connection with unsold items.
- Analyzed the interactions between the different departments in order to highlight the issues
- Met with top executives, brand managers, purchasers, logistics staff to create synergy and buy-in
- Continuously presented the report and advised top management on the next course of action
- Led 15 meetings involved the direction, Streamlined and reorganized the entire database by categorizing over 10, 000 products
Achievements :
* Centralized the procurement department as the point of gravity for the entire company.
* Tackled over 2, 65M$ of unsold items by created a new purchasing process in less than 6 months
* Revamped the entire department by putting in place strict guidelines, processes and policies
* Secured the buy-in of every department despite by developing strong project vision
* Highly recognized for my swift achievements by various top managers in the company
About PassWord (IT industry) :
The firm is selling IT services and materials, aiming B2B & B2C markets. I was appointed to create a new procurement channel partnering directly with Chinese manufacturers, so that PassWord can diversify its activities and become a European market leader.
Responsibilities :
- Defined and wrote a comprehensive specification document to serve as a reference to select the best Chinese manufacturers
- Sourced and visited dozens of plants in the light of our specifications and company values
- Negotiated logistics contract and rates adapting to Chinese codes of business
- Revamped our procurement processes to effectively and securely source from our Chinese partners
- Trained the PassWord’s procurement team to align with the newly created processes
Achievements :
* Secured partnerships with 7 products manufacturers and generated 1M$ of purchased products in 12 months (18% of the total purchases)
* Directly increased PassWord’s purchase margin by 23% in less than 15 months - compared to their existing suppliers
* Negotiated a reduced delivery time (by 2 folds - from 60 days to 30 days) in less than 15 months
* Successfully advised top management to launch a master supplier activity in Europe
About Pilote (IT industry) :
Pilote is a B to B IT services & material providers. I was appointed to develop new customer partnerships with the purpose to save this branch from bankruptcy, due to a shortage of liquidity. Managed the agency (B to B) and a team of 5 persons
and reviewed its budget.
Achievements :
* Renegotiated 68% of our old contracts (86 customers) to profitable ones
* Secured 35 new clients and increased turnover from 0, 9M$ to 2, 6M$ within 9 months
* Doubled our services activities (v.s. IT hardware sales) from 25% to 55%
About PassWord (IT Industry) :
The firm is selling IT services and materials, aiming B2B & B2C markets. I was assigned to create a new portfolio composed by Key accounts, Government administrations and Educational customers and managed Marketing operations.
Achievements :
* Secured 61 new customer accounts in less than 14 months (30 private, 9 Government, 22 Educational)
* Realized a turnover of 1, 5M$ within 14 months
* Tackled and Followed up with over 38 Public tenders (Ministry of environment, INSA...)
* Managed various Marketing operations (Open Days, Client Lunches, Sport Event Partnerships…)
IDRAC Business School (High Business Schools alliance)
Shanghai Foreign Trade University (Shanghai - People’s Republic of CHINA)
IDRAC Business School (Sandwich courses, Lyon – FRANCE)
L.P. Jacques de Flesselles (Lyon – FRANCE, received with honors )
