Area Commercial Line Manager
CMA CGM
Total years of experience :18 years, 11 Months
• Manage a portfolio of customers (freight forwarders, commodity traders, BCOs) that account for a gross revenue of $16.5M
• Manage global key accounts including companies like: Dow Chemicals, Borealis, BASF, Bayer, Evonik-Degussa, Exxon Mobil, Sabic, Total, ArcelorMittal, BMW, Cargill, Trafigura, Glencore, Nestle, P&G
• Create, implement and monitor quarterly sales plans in order to achieve sales, revenue and market share targets
• Negotiate rates and services with customers from North Europe, East Med and Indian Subcontinent
• Co-ordinate the bidding and tendering process for global key accounts
• Achieved to increase the market share of the company in the Benelux to Indian Subcontinent trade from 12.8% in 2012 to 13.9% in 2014 (year to date figures)
• Succeeded to increase volumes from 2012 to 2013 by 12.5% and gross revenue by 9.5% in a market that shrank by 6, 5% in volume
• Optimize the cargo mix in order to deliver increased revenue yielding
• Attend meetings with customers to strengthen relationships and for new business development
• Manage a team of sales agents in remote locations (North Europe, East Med, India, Pakistan)
• Optimized loading space and filling factor of vessels and monitored container dispatching operations
• Ensured compliance with routing standards
• Liaised commercial executives, operations department and agencies
• Re-assured safety requirements for cargo was met and were in accordance to the ship-owning party’s demands
• Optimized the cargo mix to be loaded on vessels
• Monitored vessels' schedules and make sure that operations are facilitated by optimizing the number of discharge and charge moves
• Produced statistics on loading figures
• Forecasted cargo generation per vessel per port
• Promoted office/IT solutions and engaged in a pre-assessment of customer needs
• Assigned new customers to sales representatives
• Assessed and reported customers’ needs to the project manager
• Reported to the chief commercial officer of the company
• Conducted cold calling in order to approach new customers
• Prepared supporting material for the sales representatives of the company
• Graduated with distinction • Conducted research and completed a master thesis on investment decision and analysis on the container shipping sector • Participated in a multinational task force comprised of teams based in Europe and North America that addressed environmental, social and business problems • Member of the International Negotiations team; performed rigorous international business negotiations simulations
Major in Marketing Management Present in "Dean's List" throughout studies Graduated with Highest Distinction Created an advertising campaign for Sarah Lee coffee product Composed a marketing plan for Mars chocolate
Five year study program