Sales Manager - Specialised Cargo

CMA CGM | ABOUT US The CMA CGM Group is a global player in sea, land, air and logistics solutions, true to its corporate

Purpose:?

We imagine better ways to serve a world in motion. Present in 177 countries, it employs 160,000 people, including nearly 6,000 in Marseille. As the world's third-largest shipping company, CMA CGM serves over 420 ports with a fleet of over 700 vessels. In 2025, CMA CGM carried more than 24 million twenty-foot equivalent containers (TEUs). Its subsidiary, CEVA Logistics, one of the top five global players, operates 1,000 warehouses and handled 15 million shipments in 2025.

YOUR ROLE The Specialised Cargo Sales Manager will lead, implement and drive commercial strategy for the growth and development of our Specialised Cargo vertical within the UK market, including Reefer, Project, Breakbulk, OOG, Military and Class 1 cargo. You will lead the Specialised Cargo Sales team to deliver budget targets while retaining direct hands-on responsibility for generating business, developing relationships and driving growth.

The role is accountable for delivering sales performance across the Specialised Cargo customer portfolio, maximising opportunities and ensuring the team operates in line with commercial strategy, customer segmentation and performance expectations. You will contribute to commercial planning, performance reviews, market intelligence and continuous improvement activity, acting as a bridge between frontline specialised cargo sales activity, customer needs and wider business priorities, ensuring that sales opportunities are identified, pursued and converted effectively.

WHAT YOU'LL BE DOING Lead a team of Specialised Cargo Sales colleagues, setting objectives, monitoring activity and supporting delivery against targets. Manage a portfolio of Specialised Cargo customers through proactive calls, customer meetings and follow-up activity. Drive the full opportunity lifecycle, ensuring leads are identified, qualified and converted in line with commercial priorities. Lead the team in generating new business and developing existing customer relationships through proactive sales activity and consultative customer engagement.

Ensure agency sales segmentation is understood and applied to prioritise customer contact, sales campaigns and resource allocation. Promote CMA CGM Group Services and non-maritime products, ensuring the team proactively identifies cross-selling and upselling opportunities. Monitor all leads received, ensuring clear ownership, timely follow-up and recoriding outcomes. Ensure customer interactions, opportunities, leads and data are accurately maintained in CRM to support visibility, reporting and decision-making.

Review sales activity and performance data to identify trends, gaps and opportunities, using insight to coach the team and recommend actions to improve results. Support team members through regular one-to-ones, coaching, call reviews and performance discussions, ensuring a high-performance and customer-focused culture. Provide intelligence and customer insight to support commercial decision-making. Work collaboratively with wider commercial teams to ensure customer requests are handled effectively.

Manage customer escalations with a solutions-focused approach, addressing root causes. Support the implementation of commercial campaigns and process improvements, ensuring the team understands priorities and executes actions consistently. Act as a key member of the wider management team, contributing to planning, reporting, communication, employee engagement and the development of best practice across the sales function. WHAT ARE WE LOOKING FOR | KNOWLEDGE, SKILLS AND EXPERIENCE Extensive sales management or business development experience within shipping and logistics , ideally Specialised Cargo.

Exceptional customer engagement skills, able to effectively manage customer relationships directly whilst supporting the team in complex commercial discussions. Proven ability to lead a sales team, set clear expectations, provide regular feedback and build capability through effective one-to-ones, call coaching, performance reviews and practical support. Experience driving sales performance through structured activity management, pipeline review, opportunity conversion, lead follow-up and use of clear performance measures.

A collaborative leadership style, confident to support continuous improvement, employee engagement and best-practice sharing. Strong knowledge of the shipping and logistics market, sales channels, customer segmentation, commercial processes, services and products and value-added services. Strong customer-facing capability, with the confidence to engage specialised cargo customers and prospects through calls, meetings, presentations and negotiations, while role-modelling high-quality customer ownership for the team.

Commercially astute and results focused, able to identify opportunities, prioritise activity, challenge performance and translate market…