Head of CL BD (GHO) - Healthcare - EMEA

Au sein de CEVA, nous pensons que la logistique est une question de personnes, c’est pourquoi nous créons un environnement de confiance et d’esprit d’équipe - nous encourageons l’initiative et nous donnons à nos talents les moyens de se développer dans leur carrière. Nous sommes des experts de la chaîne d’approvisionnement et nous le faisons vivre tous les jours. Nous offrons une large gamme de services dans les domaines de la logistique contractuelle, de la gestion aérienne, maritime et terrestre grâce à nos 78 000 employés, présents dans plus de 160 pays. Chez CEVA, nous sommes passionnés par notre travail et la valeur que nous apportons à nos clients et, en tant qu’entreprise, nous nous développons à un rythme soutenu - Oseriez-vous grandir avec nous ?

CEVA Logistics’ Global CL BD team has a new open role in the Europe region!

This Head of CL BD can be based in any major city and will report to the Global Head of CL BD - Healthcare Sector.

YOUR ROLE

The key purpose of the role is to grow CEVA’s EMEA Contract Logistics (CL) business through development of additional business with existing customers, new business wins with new target customers and where required support retention of existing business.

You will be the Director of EMEA CL Business Development in Healthcare - Pharma/Life Science/Medical Device, acting as an interface between Business Development in Countries/Regions, Global Sectors, Key Account Management, Sector Operations Managers and Global Solution Design.

The role will develop and maintain a BD CL Sector Community in EMEA, establishing effective working relationships with the above-mentioned functions and entities with the clear objective of growing CL Business by increasing retention, pipeline and hit rate.

In order to contribute to CEVA’s growth objectives the role will be responsible for the roll out of Healthcare CL strategy, support ambitious target setting as well as the creation and follow up of a plan to reach those targets.

WHAT ARE YOU GOING TO DO?

• 
  Leading selected, strategic multi country/multi-P&L CL RFQ’s for Healthcare customers within EMEA.
• The role will lead or coordinate strategic projects that touch multiple P&L’s/countries and which require an international approach in order to ensure a harmonized, efficient and customer centric commercial approach with individual stakeholders focused towards the same direction. The role will coordinate the appropriation of Global SD resources when necessary, for these multi country and/or specific strategic Healthcare CL projects.
• Leading specific strategic customer CL pursuit teams
• The role will lead (dotted line) commercial pursuit teams geared specifically towards a select number of strategic Healthcare customers that have a high global CL potential and require regional harmonized, customer centric solutions. The teams will be multi-disciplinary and will include (not being limited to) Global / Regional SD resources, Local SD resources, project management and IT. The aim is to be efficient (by creating and re-using best practices) and customer centric (by acting as a recognizable and stable force towards the customer)
• Supporting Healthcare GKAM’s / RKAM’s in Europe, Middle East & Africa on creating ‘door openers’ for strategic engagement and generating CL opportunities and improving value propositions.
• The role will be a point of contact/support for the Healthcare team in relation to Regional and local BD CL Leadership to help assign priority and resource in CL, creating awareness and priority for specific projects and support tender management.
• Partnering with Sector Operations Manager to challenge Regional/Country BD and SD on solution and value proposition making sure the solution and proposition are competitive and customer centric.
• The role will support, guide and challenge country BD CL in making aggressive but realistic deals, incorporating CEVA global Best Practices, ensuring alignment with the Global Sector Leaders and representing the voice of the customer.
• Smart Solutions Selling
• Identifying the need for new smart solutions that will help enhance CEVA’s Healthcare value proposition as well as industrialize and improve solution design in RFQ’s. Act as the voice of the customer and business development in Smart Solutions Development under the ownership of the CL Operations Manager.
• Increase awareness and understanding of Smart Solutions within the Global and Regional Healthcare CL Sales community so that they are properly put to use in value propositions.
• Provide senior commercial representation of CEVA’s CL capabilities to Healthcare customers.
• Alongside the Global CL BD (Healthcare) Head the role will be the senior Go To person for individual Healthcare GKAM’s / RKAM’s to represent CEVA’s Global CL Value Proposition, strategy and capabilities in CL.
• Drive CL Healthcare Strategy in Europe, Middle East & Africa.
• Lead selected big deals in close cooperation with Global SD
• Increase CL awareness and dissemination of CL knowledge within the Healthcare community through training, supporting materials and overall project support.
• The role will support the assessment of Healthcare GKAM’s / RKAM’s and Country BD managers on the right commercial skills, profiles, capacity and resources to effectively sell CL, provides training when required and will make suggestions for improvement.
• The role will create and coordinate training efforts in order to increase the CL Sales acumen of both the Healthcare Sub Sector GKAM / RKAM community. The role will act as the Healthcare sounding board for CL in general and for individual projects and will provide and coordinate support where necessary.
• Ensure CL as integral part of strategic account planning
• The role will support the Global Healthcare Organization’s individual GKAM’s / RKAM’s to draft a CL growth roadmap as part of the overall account plan with clear approach and target for CL growth. CL Account planning and development of nominated Global Century Accounts, subject matter experts supporting the GKAMs.
• Target setting and monitoring
• The role will create clear multiyear targets for new CL business wins including a plan on how reach those targets, as agreed together with regional BD Leaders, regional product leaders and Senior Operations Managers.

WHAT ARE WE LOOKING FOR?

• 
  15+ years in Contract Logistics & Healthcare (with [Sub Sector] Specialization) in various (commercial and/or operational) leadership roles
• Extensive network in the Healthcare sector in EMEA and deep knowledge of all relevant elements of the Healthcare supply chain including but not limited to Ecommerce: fulfillment and omnichannel, Automation and Mechanization solutions, Value Added Services, and Returns.
• Extensive knowledge of the Healthcare subsectors and their specific supply chain needs: Pharma, Life Sciences & Medical Device.
• In depth knowledge of warehouse processes and vast experience in RFQ project management, being able to push and challenge internal stakeholders in order create the optimal value proposition for a customer
• Experience of operating and delivering in a global, matrix environment.
• In-depth analytical expertise
• Extensive experience with development & closing of business deals with revenue values of USD 15M+, involving financial structuring, asset & people transfers, complex transition
• Extensive experience with new business contracting for 3PL services (contract drafting, negotiation, closing)
• Cross-functional experience
• Experience of working at a senior level within a 3PL or customer environment
• Background in Commercial, Operations, Solution Design and/or Consulting
• Preferably in Logistics or Supply Chain role with Global LSP
• Experience with managing teams in a matrix organisation
• Experience of leading large-scale change management programmes, either within a specific function or across a larger region

En tant qu’organisation mondiale, et en appartenant au groupe CMA CGM, la diversité est essentielle à la réussite de notre entreprise; ce n’est que lorsque nous pouvons refléter les cultures, les langues, les comportements et les connaissances locales de nos clients que nous pouvons réussir. En employant des personnes ayant des expériences et des capacités différentes, nous élargissons nos connaissances et augmentons notre créativité et notre innovation.
Veuillez noter : les processus de recrutement officiels de CEVA Logistics comprennent la communication avec les candidats par l’intermédiaire de réseaux professionnels reconnus, tels que LinkedIn ou via une adresse électronique officielle de l’entreprise : firstname.lastname@cevalogistics.com. Nous vous recommandons de ne pas répondre à des propositions et/ou offres commerciales non sollicitées émanant de personnes que vous ne connaissez pas.