Vacancies at CMA CGM

POSITION SUMMARY:

• The Chief Commercial Officer (CCO) is responsible for defining and executing the East Africa Cluster's commercial growth strategy in alignment with the CMA CGM Group's overall strategy. The role drives profitable market share growth, customer centricity, commercial excellence, digital adoption, cross-selling, strategic partnerships and business diversification across all countries within the Cluster.
• The CCO will lead the commercial transformation of the organization through data-driven decision making, customer-focused solutions, advanced account management practices and the deployment of innovative logistics and shipping offerings. The position plays a critical role in delivering the Group's growth ambitions through volume expansion, increased customer loyalty, enhanced profitability and strengthened competitive positioning across the East Africa region.
• This position reports functionally to the Chief Commercial Officer - Africa Region and administratively to the Cluster Managing Director.

Geographical scope: Kenya, South Sudan and Uganda.

Duty station:  Nairobi, Kenya.

Travel requirement: Regular travel is required.

RESPONSIBILITIES:

Commercial Growth & Market Leadership

• Develop and execute a multi-year commercial roadmap aligned with the Group growth ambitions and Africa Region priorities.
• Deliver sustainable market share growth across all trades, customer segments and countries within the East Africa Cluster.
• Drive profitable volume growth through strategic customer acquisition, account penetration and contract optimisation.
• Lead the identification and development of emerging trade opportunities, logistics corridors and industry verticals.
• Establish strategic partnerships capable of accelerating growth, improving capacity utilisation and strengthening network competitiveness.
• Drive expansion into inland logistics, multimodal solutions and integrated supply chain offerings.

Customer Centricity

• Champion a customer-centric culture across commercial teams with measurable improvements in customer satisfaction and retention.
• Lead executive engagement with key strategic customers and industry stakeholders.

Digital Transformation and Commercial Excellence

• Utilize commercial analytics, business intelligence and market data to drive sales effectiveness and forecasting accuracy.
• Sponsor the implementation and adoption of the Group’s  commercial tools, dashboards and reporting platforms.
• Foster a culture of continuous improvement through process simplification, automation and elimination of non-value-adding activities.

Cross-Selling & Group Synergies

• Maximise cross-selling opportunities across CMA CGM, CEVA Logistics and other Group solutions.
• Develop strategy to drive adoption of value-added services (VAS), TBL and integrated logistics solutions to increase customer share of wallet.
• Establish commercial plans that leverage the Group's end-to-end logistics capabilities to differentiate CMA CGM from competitors.
• Develop strategic account plans focused on multi-product penetration and long-term customer partnerships.

Performance Management & Accountability

• Develop and monitor commercial KPIs through Group dashboards and performance management tools.
• Conduct structured periodic business reviews covering revenue, margin, market share, customer performance and growth opportunities.
• Lead corrective action plans when commercial performance deviates from targets.
• Foster a high-performance culture driven by accountability, results orientation and continuous learning.

 Strategic Leadership Responsibilities

• Provide inspirational leadership to commercial teams across the East Africa Cluster, fostering a culture of accountability, collaboration, innovation and high performance.
• Contribute to the Cluster's overall business strategy, transformation initiatives and long-term growth agenda.
•  Drive talent identification, succession planning and capability development initiatives to ensure business continuity and future leadership readiness.
• Promote change management initiatives and support the implementation of Group strategic projects.
• Foster a culture of innovation, agility, collaboration and continuous improvement.
• Lead workforce planning initiatives to ensure optimal organizational structures, skills and resources are in place to support future business growth.
• Champion employee engagement initiatives and foster an inclusive work environment where individuals are empowered to contribute and grow.
• Monitor and improve commercial team productivity, effectiveness and capability through regular assessments, feedback and targeted development actions.

SKILLS AND QUALIFICATIONS:

• Minimum 10 years of progressive commercial leadership experience within shipping, logistics, supply chain, transportation or related industries.
• At least 5 years in a senior regional leadership position with responsibility for multiple countries or business units.
• Knowledge of the shipping industry will be an added advantage.
• Proven track record of delivering transformational growth programmes, market share expansion and commercial turnaround initiatives.
• Demonstrated success in customer-centric strategy implementation and digital commercial transformation.
• Demonstrated experience in preparation of annual budgets and forecasts for future lifting volumes
• Excellent analytical, presentation, follow up, decision-making, problem-solving, team-building, interpersonal, negotiation, conflict-management and time-management skills.
• Excellent communication (verbal and written) skills to technical and non-technical audiences of various levels in the organization; ability to explain technical features to non-technical audiences and vice-versa. Ability to communicate and explain new or updated processes to Agencies and various audiences.
• Resourceful and proactive in gathering information and sharing ideas.
• Proven negotiation and conflict-management skills.
• Ability to work in an international environment including travelling abroad on assignments.
• Cultural awareness, sensitivity to culture and customs.

go to method of application »

• Reporting to the Regional Operations Director Africa and with a functional reporting to Group Operations Direction (‘DirOps’), you are responsible for overseeing port operations for the scope of countries under your Sub-Region Office’s influence.
• Based in Nairobi, Kenya, your position leads you to perform regular on-site missions, auditing operations teams in Agencies and Terminals where Group vessels are operated, to seek process improvement, business development, OPEX control and growth opportunities.

WHAT ARE YOU GOING TO DO ?

• Perform regular on-site missions, auditing Terminals and Agencies operations and proposing action plans for Lines and Agencies to improve local Operations efficiency.
• Monitor and report process gaps, implement new processes where necessary.
• Monitor and report evolution of main Operations KPI’s, following DirOps guidelines.
• Monitor Local OPEX evolution and cost reduction plans, in coordination with Regional Cost Control.
• Control SLA terms application, in coordination with HO Procurement and Regional Cost Control.
• Collaborate with Africa Lines teams in delivering contingency plans when necessary.
• Collaborate with local agents and Africa lines teams for identifying new business opportunities.
• Collaborate with different stakeholders (terminal operators, local authorities, local agent,…) to ensure Group interest are well served and protected. 
• Collaborate with HO Equipment Control and Regional Logistics team to fluidify empty evacuations.
• Collaborate with HO Intermodal and local CCIS entities to optimize Group assets footprint.
• Support Group tools’ deployment and training within Agency Operations teams, in coordination with Ops Unification team.
• Develop the Operations Community within your scope of Agencies, under DirOps guidance.
• Collaborate with Regional HR for identifying and promoting the High Potential talent within the Operations community.

WHO ARE WE LOOKING FOR ?

• Senior Ship Manager / Line Operations Manager / Port Operations Manager
• Minimum 3 years in Line Operations or Agency Port Operations
• Strong communicational skills, ability to synthesize topics
• Able to represent Group interests around Port Authorities and local decision-makers
• Able to lead working groups and exchange knowledge with local teams
• Previous experience in Agency or Terminal a strong plus
• Previous experience in Procurement a plus
• Team Player and team Leader
• Fluent in both French and English a must
• Merchant Marine Officer a plus  

go to method of application »

• The Senior Business Development Manager - Africa Sub-Region is responsible for developing and executing growth strategies across the assigned countries. The role identifies and converts high-value opportunities, develops strategic customer relationships, expands maritime and integrated logistics solutions, and builds a qualified commercial pipeline that delivers sustainable and profitable revenue growth.
• The position works with country sales teams, the Chief Commercial Officer - Africa Region, the Sub-Regional Director, CMA CGM business units, CEVA Logistics and relevant Head Office functions. It provides functional leadership for sub-regional business development, leads strategic negotiations within delegated authority, and ensures disciplined governance of growth initiatives and commercial performance.
• The incumbent will act as a strategic growth leader, translating market opportunities into profitable business outcomes while supporting digital transformation, customer-centric innovation and operational excellence. He/She will have regular touchpoint meetings with the leadership team in Africa Region and Head office and Has ownership of all strategies related to the scope to drive overall commercial growth.
• This position reports functionally to the Chief Commercial Officer- Africa Region and administratively to the Sub Regional Director- Africa.
• Geographical scope: Kenya, South Sudan, Uganda, Tanzania, Rwanda, Burundi, Ethiopia, Somalia, Eritrea, Djibouti, Zambia, Malawi, Mozambique, Zimbabwe, South Africa, Botswana, Eswatini, Lesotho and Namibia.
• Duty station:  Nairobi, Kenya.
• Travel requirement: Regular travel across the assigned sub-region is required.

RESPONSIBILITIES:

Strategic growth and market expansion:

• Advise and assist the Chief Commercial Officer in local markets to implement global sales strategy and address issues as necessary.
• Develop collaborative working relationships within the organization in pursuit of the company’s overall business goals.
• Develop and subject to alignment with the Chief Commercial Officer, execute the Sub-Regional Business Development Strategy.
• Identify high-growth markets, industries and customer segments across the region.
• Develop market penetration plans for priority countries and corridors.
• Drive expansion of maritime, logistics, inland transportation and value-added services.
• Identify opportunities for diversification into emerging growth sectors.

New Business Development

• Build, qualify and manage a sub-regional pipeline of strategic opportunities.
• Identify, pursue and convert new business opportunities across the assigned countries in collaboration with agency teams and local management .
• Establish clear opportunity ownership, value, probability, next actions and expected closing dates.
• Lead strategic bids, proposals and negotiations in coordination with relevant commercial, operational, legal and finance teams.
• Secure regional and multinational customer contracts within the applicable delegation-of-authority framework.
• Track conversion rates, sales cycles, revenue delivery and profitability of secured opportunities.
• Drive the development of Intra-Africa market share by identifying priority trade lanes, target markets, key customers and high potential business opportunities across the region.
• Promote and accelerate the conversion of cargo from 20 to 40 in markets facing equipment imbalance, by coordinating push-and-pull initiatives with both POL and POD stakeholders to optimize equipment utilization and business growth.
• Drive the development of strategic verticals in each country by targeting key market players strengthening market presence & revenue growth.
• Develop and implement a lost customer recovery strategy, identifying key drivers, re-engaging priority accounts, and improving customer retention and win-back ratio.

Business Intelligence & Market Insights

• Monitor competitor activity, customer trends, regulatory developments and market dynamics.
• Conduct market research, opportunity assessments and commercial feasibility studies.
• Develop revenue forecasts, market-sizing analyses and business cases for priority initiatives.
• Identify emerging commercial risks and opportunities and recommend appropriate action.Provide timely market intelligence and strategic recommendations to sub-regional and regional leadership.

Integrated Logistics & Supply Chain Development

• Drive a culture of cross-selling and upselling across CMA CGM and Ceva Logistics to maximize customer value, expand business opportunities, and fully leverage the Region’s integrated service offering.
• In collaboration with the TBL teams, develop multimodal transport opportunities along strategic corridors within the scope.
• Interrogate proposals for commercially viable warehousing, distribution and value-added service opportunities from local teams and assist in pushing for their implementation.

Performance Management & Governance

• Establish sub-regional business development KPIs aligned with approved commercial objectives.
• Maintain an accurate opportunity-pipeline dashboard and enforce consistent reporting standards.
• Monitor performance against pipeline, conversion, revenue, margin and growth targets.
• Conduct regular business reviews with country teams and relevant regional stakeholders.
• Report performance, risks, forecasts and corrective actions to sub-regional leadership, the Africa Region and Head Office.

PROFILE AND QUALIFICATIONS:

• Bachelor’s degree in Business, Commerce, Marketing, Economics, Logistics, Supply Chain or related field. MBA or Master's Degree preferred.
• At least 5 years in a regional or multi-country role in sales or senior management.
• Experience within shipping, logistics, transportation, supply chain or multinational environments preferred.
• 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.
• High level of personal integrity.
• Team player mentality.
• Willingness to travel.