Global Key Account Management Senior Specialist, Marseille

Job description:

THE ROLE Global Key Account Manager– Freight Forwarders Network (Project Cargo) You will be responsible for animating and developing CMA CGM’s Freight Forwarders network within the Project Cargo Division (Out of Gauge&Breakbulk).

Your mission is to drive performance, coordination, and strategic engagement across global and regional sales teams to capture and grow business from international freight forwarders.

You will act as the central link between Head Office, Regional Offices, and Agencies, ensuring commercial consistency, visibility on key opportunities, and proactive support on strategic tenders.

In parallel, you will manage a portfolio of global and regional freight forwarder accounts, strengthen partnerships, and build long-term growth plans aligned with the division’s objectives.

WHAT ARE YOU GOING TO DO ? 1. Network Animation&Commercial Support

Animate the

global network of sales representatives

managing freight forwarder accounts (Expeditors, DHL, DSV, Deugro, Ceva…)

Ensure

consistent communication, visibility, and follow-up

on strategic tenders, spot opportunities, and pipeline status.

Coordinate with

Pricing, Trade, and Operations teams

to ensure competitive offers and reliable execution.

Develop and maintain

performance dashboards

(volumes, growth, win ratio, TEUs OOG, share of wallet) to monitor activity and identify new opportunities.

Animate

Quaterly Business Review

with our key customers/

2. Account Management&Business Growth

Manage a

portfolio of strategic freight forwarder accounts , ensuring strong engagement and long‑term partnerships.

Identify key decision‑makers, influencers, and project managers within global forwarding organizations.

Develop

account plans

including commercial targets, tender roadmaps, and marketing actions to increase OOG/BBK share.

Support sales teams during

major RFQs and project bids , providing expertise, pricing coordination, and solution design.

Track customer satisfaction, escalation cases, and performance to ensure

continuous service improvement .

Represent CMA CGM Project Cargo in

customer meetings, trade fairs, and industry events , promoting our technical know‑how and end‑to‑end solutions.

3. Market Intelligence&Strategic Initiatives

Conduct

market and competitor analysis

(by region, trade, and vertical) to identify new development axes and improve market share among freight forwarders.

Contribute to

budget and business plan preparation , ensuring realistic growth assumptions and aligned objectives per trade.

Propose

new commercial initiatives or incentive programs

to boost sales performance in underpenetrated regions.

Support digitalization and process simplification through tools like

NOVA, CLD, OOG Webtool , and contribute to future enhancements.

PROFILE DESCRIPTION WHO ARE WE LOOKING FOR?

Postgraduate degree in

International Trade, Logistics, or Business Management , with

5+ years of experience

in shipping, logistics, or project cargo sales.

Strong understanding of the

Freight Forwarding industry

and its commercial dynamics.

Proven ability to

animate sales networks , coordinate with multiple stakeholders, and drive commercial alignment.

Excellent

negotiation, analytical, and communication skills , with fluency in English (written and spoken).

Proficiency in

Excel, CRM tools , and data‑driven decision‑making.

Experience in

Out of Gauge, Breakbulk, or Industrial Projects

is a strong asset.

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