Informations générales

Entité de rattachement

GEODIS est un leader mondial du transport et de la logistique, reconnu pour son expertise sur l'ensemble de la supply chain. Partenaire de croissance de ses clients, GEODIS intervient sur cinq métiers : l'optimisation de la chaîne d'approvisionnement, le Freight Forwarding, la logistique contractuelle, la distribution & l'express et le transport routier. Avec un réseau mondial couvrant près de 170 pays et plus de 53 000 collaborateurs, GEODIS se classe au sixième rang mondial de son secteur. En 2023, GEODIS a réalisé un chiffre d'affaires de 11,6 milliards d'euros. GEODIS est une société du groupe SNCF.  
A compétences égales, une attention particulière sera accordée aux candidatures des personnes en situation de handicap.  

Référence

2023-10990  

Line Of Business

CORPORATE

Description du poste

Type de contrat

CDI-Temps plein

Fonction

Fonctions Support - Commerce

Intitulé du poste

Global Account Director INDUSTRIAL H/F

Description de la mission

1. Manage and grow a strategic portfolio of high potential Global Accounts (revenue and profit) on a long-term base, over all GEODIS regions and Lines of Business, in line with the Group's strategies and offerings.
2. Directly lead a team of 2-3 GAM's (Global Account Managers)
3. Build, update and drive an appropriate Strategic Account Plans for every account of the portfolio and coordinate the actions to success: business development, communication, business reviews, reporting. Propose and drive corresponding budgets.
4. Construct and expand a sprawling matrix of relationships focusing and mirroring the right regional / local leaders at customers with the appropriate GEODIS regional / local colleagues. In this perspective, build and animate a cross-functional team of business developers and account stakeholders multi-regional / multi-cultural.
5. Identify every potential new business, propose, and lead the winning strategy to sign new deals, lead & coordinate GEODIS proposals with stakeholders.
6. Lead and coordinate negotiations of existing or new businesses with GEODIS P&L owners.
7. Make sure that conditions of excellence (quality, improvement, competitiveness, ...) are constantly met to ensure customers' loyalty and global expansion.
8. Ensure a transparent weekly / monthly reporting to management with using Salesforce CRM
9. Supervise profit level, DSO and all other financial KPIs

Scope of actions:
- Industrial (Paper & Packaging, Power & Utilities, Building & Construction, Chemicals, etc.)
- All GEODIS Lines of Business and regions: Freight Forwarding, Contract Logistics, Distribution & Express, Road Transport, Supply Chain Optimization
- All GEODIS geographies: France, Europe, Americas, Asia & Pacific

Key interfaces:
- Global Head of Vertical Market / Senior Vice-President
- Global Account Managers / Operational Global Account Managers
- Regional operational and sales leaders, Business Development Managers
- Lines of Businesses and products' leaders
- Business Solution teams / Implementation & project managers / Business Excellence managers
- Marketing & Communication
- Legal & Insurance / Finance & Control / IT & Digital / HR

Major tasks:
Understand the organization of customers:
• Clear understanding of the account's environment and market trends (from suppliers to end customers)
• Deep knowledge of the client's overall strategy and supply chain strategy
• Clear understanding of customers' decision processes (decision makers vs Influencers)

Create trust and connections with customers' global decision makers:
• Connect and interact with customers' Supply Chain, Transport, Logistics and Procurement corporate leaders
• Identify and connect customers' regional / local leaders with GEODIS regional / local Business Development teams

Lead GEODIS strategy
Lead the response to RFQ's
Budget achievement:
Ensure YoY achievement of the revenue and Profitability of portfolio

Profil du candidat

Performance KPIs:
Qualitative:
- Annual Customer Survey
- Full embrace of role, scope and stakes
- Key projects identification / sales leads
- Sharp Strategic Account Plans
- Creative winning commercial proposals
- Exhaustive CRM updating
- LOI / Contract conclusion
- Reporting
- Team player
Quantitative:
- Sales Budget (revenue & profit) achievements

Key competences

Capacity to apply GEODIS “7 golden rules”
1. Make it easy for the client to do business with us
2. Win, retain and develop profitable clients
3. Be a good citizen
4. Always deliver a perfect service
5. Ensure the safety of our people everywhere and at anytime
6. Get paid for what we do
7. Recruit, develop and retain quality people

- Capacity to demonstrate GEODIS “7 Leadership Principles”
1. Be a Strategy Ambassador
2. Debate. Decide. Align
3. Drive Results
4. Duty to Communicate
5. Engage and Empower People
6. Own the All
7. Walk the Talk
Commercial
- Business minded
- Knowledge of the FMCG market
- Good knowledge of GEODIS
- High customers' listening capacity
- Clear and efficient communication
- Effective deal closer
Strategy
- Identify performance gaps that can be covered by GEODIS
- Transform understanding and problems identification into action plans in line with targets
Project management
- Experienced in managing tenders for complex businesses in an international environment
International
- Experience in understanding and leading multicultural teams
Functional Management - Management of project teams
- Organize and lead customer teams
Technical Knowledge - Understand supply chain processes
- Ability to understand customer desires to formulate a supply chain solution
Personal attributes
- Intellectual curiosity / Openness
- Leadership / Perseverance / Autonomy
- Analytical mind and ability to understand complex problems
- Enthusiasm / Positive Attitude
- Ability to listen / Empathy
- Ability to convince / business acumen
- Solution oriented mindset
- Ethical, very sensitive to CSR
- Adaptability and interpersonal skills

Languages
- English fluent + 2nd language (optional)
Educational background
- University Degree in business (MBA, Business school)
- Qualification in Logistics / Transportation and/or Supply Chain
Professional experience
- 15 years+ of confirmed experience in business development and/or operations management position in a global leading 3PL/4PL.
Location:
- GEODIS French HQ being Paris area (if not European country is an alternative)
- Frequent travelling in Europe, Americas and APAC.

Temps de travail en %

100

Lieu de prise de service

Lieu de prise de service

Europe, France, Île-de-France, Hauts-de-Seine

Ville(s)

Critères candidat

Niveau d'études min. requis

BAC+5 / MASTER

Niveau d'expérience dans la fonction

Expérimenté (plus de 10 ans d'expérience)

Langues

Anglais (Maitrise Courante)