Chief Commercial Officer South Europe

For our South Europe Regional Office in Marseille, we are looking for a Chief Commercial Officer

YOUR ROLE:

The Chief Commercial Officer (CCO) is part of the Leadership Team in the South Europe Region. The CCO drives sales performance, develops new market segments and customers, steers and develops the sales teams and is responsible for all Sales KPI’s and overall sales performance with the intention to achieve, develop and increase market shares of the Region concurrently.

The CCO will identify development opportunities, investigate, and exploit appropriate emerging markets, engage the sales teams in order to develop client portfolio. The CCO will represent the Group’s business interests and develop direct relationships with major customers of the Region. The CCO analyses the performance and potential by portfolio by regions and by customer produce regular follow-up reports for the commercial team and management, supports and drives the commercial strategy and ensure communication and information sharing with HO. The CCO participates to weekly touch point with HO and owns all information related to accounts under the regional scope.

WHAT ARE YOU GOING TO DO?:

Strategy

• Be an active participant in regional strategy formulation and implementation. Deploy sales strategy across the countries.
• Elaborates commercial strategy in line with overall company’s strategy and budget.
• Ensures functions of the organization are aligned to meet its strategic commercial objectives.
• Oversee marketing activities and leads on the Region marketing strategy with an emphasis on achieving market penetration and sales growth with a particular emphasis on cost-effective customer acquisition and market demand generation.
• Participation in ad hoc studies on cross-functional subjects by exploiting the various data sources.

Relationships

• Nurtures HO Trade relationships to ensure best effective relationships so that South Europe Region is best placed to succeed.
• Participation in follows up with HO on tender tracker, customer performance, forecast management, awards and potential at POL/POD level…
• Interacts and communicates with key operating partners, colleagues, partnerships in the Region scope and beyond in order to ensure common understanding and clear ownership of sales performance and business development.
• Monitor and review agencies performance and target.
• Ensure core model is implemented and centralize additional resources requests.
• Report agencies performance to HO commercial team.

Business Development

• Communicate global commercial strategy and target.
• Engineers and leads a strategy and provide leadership for enterprise-wide business development opportunities. Originate and manage business development opportunities that are consistent with the company’s strategy for revenue growth.
• Engenders collaborative relationships with other affiliates for the purposes of achieving regional goals.
• Ensures that we operate in a culture of cross selling & upselling to ensure that all aspects of the CMA CGM Region proposition are exploited for the purposes of business development.

Process

• Develop and administer incentive plans that motivate successful sales performance in line with the budget.
• Participation and owner of the implementation of the sales budget, produce working and summary documents, and then ensure the follow-up of the achievement of the target set.
• Develops and follows-up key performance measures of sales and customer service.
• Ensures customer qualification recommendations are implemented and review exceptions validated by SEM.
• Proposes and monitors implementation of sales targets across the Region scope and centralizes data.
• Defines sales processes and code of conduct as well as best practice for sales management.
• Ensures that effective internal controls are in place to ensure compliance with HO sales policies.
• Analyses and proposes new products and markets.
• Participates in any Group special projects and identifies at any opportunity any regional beneficial projects to ensure a culture of continuous improvement.
• Drive local champions/accounts and act as relay for strategic and large accounts.
• Drive services adoption in the Region and deploy commercial transformation.

Leadership

• Deliver strategic leadership for defining the commercial path to growth and profitability of the Region and the establishment of effective growth process and infrastructure.
• Support and coach Chief Commercial Officer in the local markets to ensure global Sales strategy and take corrective actions if needed.
• Develop collaborative working relationships within the organization in pursuit of the company’s overall business goals.
• Create an operating team in which pride is evident and that hearts & minds are captured that a pipeline of talent is evident forever evolving succession planning and business growth.
• Be an active role model in a transformation program that will continue to shape the organization development of the Region with focus on the Sales function.
• Adopt a human and empathic approach to management and leadership to ensure that change management is seamless and smooth.

WHO ARE WE LOOKING FOR?

• Master degree
• 10 years experience within international environment, of which at least 5 in commercial roles including exposure to senior management
• Beneficial to have worked in the Shipping/Logistics industry.
• Teamplayer mentality
• Understanding of macroeconomic and industry trends in the market.
• Excellent verbal and written communication skills in English. Knowledge of a local language is also advantageous.
• Strong leadership & management skills with experience to build up a team and hands on mentality.
• Excellent analytical and organizational skills.
• Willingness to travel.