Sales Development Representative

Cma Cgm - Long Beach, CA

Full-time - Entry Level

Long Beach, CA

10,001+ employees

Support Activities for Transportation

About the position

The position at CMA CGM (America) LLC is pivotal in maintaining a comprehensive understanding of trade lanes to effectively contribute to the growth of market share. The individual in this role will be responsible for qualifying sales leads and expanding the active customer base of BCO/NVO within the designated sales territory. This involves close collaboration with field sales representatives and trade/line management to provide accurate quotations in response to customer requests. The role also entails maintaining customer contracts, ensuring that all terms and conditions, as well as rates, are properly constructed and filed. In terms of market growth and development, the position requires working in concert with the Field Sales Representative to promote various line and trade initiatives, including campaigns, addressing vessel shortfalls, and prioritizing services. Effective communication with line/trade management regarding customer volume forecasting is essential to ensure full vessel capacity. The individual will also be tasked with developing and maintaining line exposure to customers, as well as creating specific business plans aimed at achieving or exceeding weekly volume budgets by service. The responsibilities extend to rate and contract management, where the individual must possess overall knowledge of import/export services and be able to negotiate rates with line/trade management on behalf of customers. This includes setting up quotes, preparing contracts, and ensuring compliance with various filing requirements. The role also involves tracking customer performance trends and communicating with sales representatives regarding any shortfalls or expiring contracts. Additionally, the position requires serving as a key user for the LISA CRM system, providing support and training to end users, and monitoring system usage to ensure goals are met. The individual will also be involved in customer onboarding processes, validation of new customers, and maintaining a library of essential information related to pricing and routing. Overall, this position is integral to enhancing customer experience and ensuring that CMA CGM continues to provide exceptional service in the shipping and logistics industry.

Responsibilities

• Maintain understanding of trade lanes to help grow market share.
• Qualify sales leads and grow BCO/NVO active customer base within sales territory.
• Partner with field sales to provide quotations to customer requests.
• Maintain customer contracts ensuring proper construction and filing of agreed T&C and rates.
• Promote line/trade initiatives including campaigns and priority services.
• Communicate with line/trade management on customer volume forecasting.
• Develop and maintain customer and trade-lane specific business plans to achieve volume budgets.
• Research and identify market opportunities for US Business Clients.
• Qualify cold calls to grow current BCO/NVOCC active customer base.
• Develop quality presentations and gather competitive intelligence for sales calls.
• Provide volume reports as needed.
• Promote and sell VAS products to targeted customers.
• Complete customer visits when necessary.
• Negotiate rates with line/trade management on behalf of customers.
• Set up quotes and prepare contracts as required.
• Follow up on rates through dashboards with trade/line management.
• Ensure compliance and proper filing of GRI, PSS, RRI, etc.
• Track customer MQC trends and communicate performance with sales representatives.
• Prepare quotes/contracts for filing ensuring proper contract construction for FMC filing.
• Serve as the single point of contact for LISA-related support for end users.
• Provide training to end users and update training materials as needed.
• Monitor LISA usage and provide proactive assistance to meet usage goals.
• Perform customer onboarding and validation processes for new contracts.
• Assist in dispute and collection efforts and maintain timely communication on inquiries.

Requirements

• High School Diploma required.
• Minimum 2 years work experience required, preferably in inside sales, sales, or customer service.
• Minimum 1 year transportation industry experience required.
• Bachelor's Degree preferred.
• Excellent verbal, written, and interpersonal communication skills.
• Ability to establish priorities and organize time effectively.
• Attention to detail and ability to build professional relationships.
• Working knowledge of commercial and financial jargon of international trade.
• Proven computer literacy in Word, Excel, PowerPoint, and Outlook.

Nice-to-haves

• Experience with CRM systems, particularly LISA.
• Knowledge of international shipping and logistics processes.

Benefits

• Equal employment opportunity for all qualified persons.
• Commitment to diversity and inclusion in the workplace.