Digital Sales Manager - Spot On

ID : 568243 Location : Norfolk Va, US Digital Sales Manager - Spot On Led by Rodolphe Saadé, the CMA CGM Group, a global leader in shipping and logistics, serves more than 420 ports around the world on five continents. With its subsidiary CEVA Logistics, a world leader in logistics, and its air freight division CMA CGM AIR CARGO, the CMA CGM Group is continually innovating to offer its customers a complete and increasingly efficient range of new shipping, land, air and logistics solutions. Committed to the energy transition in shipping, and a pioneer in the use of alternative fuels, the CMA CGM Group has set a target to become Net Zero Carbon by 2050. Through the CMA CGM Foundation, the Group acts in humanitarian crises that require an emergency response by mobilizing the Group’s shipping and logistics expertise to bring humanitarian supplies around the world. Present in 160 countries through its network of more than 400 offices and 750 warehouses, the Group employs more than 155,000 people worldwide, including 4,000 in Marseilles where its head office is located. Position Summary The Digital Sales Manager drives the Commercial Digital Strategy and increases adoption and usage of SpotOn and other digital tools across all customer segments. This role ensures SpotOn targets are achieved through customer engagement, internal training, data analysis, and cross-functional collaboration. The manager leads a Digital Sales Support Team focused on troubleshooting, escalation triage, and accelerating adoption. They establish best practices for managing clients within the digital customer segment, ensuring a seamless customer experience from onboarding through continued usage, while coaching the team in customer engagement, technical support, and sales enablement. The manager designs and facilitates comprehensive SpotOn training programs—including webinars, Microsoft Teams sessions, phone consultations, and in-person visits—for both internal sales teams and external customers. They track and follow up with customers based on training attendance and activity levels, addressing declines in shipped volumes through targeted outreach. Additional responsibilities include managing account engagement to grow customer portfolios, influencing digital adoption, expanding service utilization across ocean freight and value-added services, overseeing MyCMA usage, assisting with dispute resolution, supporting quotation follow-ups from SpotOn searches, and ensuring timely responses to escalated matters. The role involves developing and conducting weekly reporting and data analysis to monitor platform activity, customer engagement, and performance against KPIs—providing actionable insights to guide strategy. Leveraging Salesforce, Qlik, and Microsoft Office Suite (including Excel and Visio), the manager analyzes sales performance, visualizes KPIs, and maps workflows for process optimization. They monitor adoption trends by tracking shipped volumes, registered users, and share of business through SpotOn. Strategic process development responsibilities include monitoring the global Minimum Quantity Commitment (MQC) standard for service contracts to enable account focus and streamlined contract segmentation, as well as leading a global Customer ID cleanup initiative to enhance data accuracy, security, and cross-system integration. These responsibilities involve continuous communication with commercial regions and review of portfolios and customer segmentation. Collaboration is critical in this role, as the manager works closely with internal stakeholders and HO line management to develop, launch, and communicate digital campaigns through the Commercial team, eCommerce channels, and direct customer contact. They also coordinate with Trade regarding missing lanes and service gaps to ensure customers have full network visibility. The manager serves as a key liaison between regional sales, strategic accounts, trade, and product teams to ensure alignment on priorities and execution plans, developing scalable SpotOn adoption strategies to drive sustained growth in both usage and customer satisfaction. Functions & Duties

• Drive SpotOn Adoption – 25% Develop and implement SpotOn trainings and refresher sessions for both the CCA sales team and external customers to promote knowledge and explain the benefits of SpotOn. Work with the Lines to identify service strings to target for SpotOn growth. Facilitate, attend, and follow up on individual customer meetings via phone or Microsoft Teams to promote SpotOn. Collect and provide customer feedback to BPM / HO regarding changes or new features that could further promote SpotOn growth. Provide timely responses to all inquiries regarding SpotOn rate access or customer volume growth—preferably within 24 hours, prioritizing problem resolution.
• SpotOn Performance Monitoring and Problem Resolution – 25% Build and maintain strong relationships with all internal departments to ensure prompt resolution when issues arise involving SpotOn usage or the Digital Customer segment. Monitor SpotOn booking activity, rate request trends, and performance metrics via QlikSense. Follow up with Sales, Trade, and / or customers to address any regression in performance or rate request activity. Ensure KPIs are achieved regarding volume targets and turnaround times (TAT) for customer responses.
• Manage Digital Sales Support Team – 25% Monitor team KPIs to ensure goals and service standards are consistently met. Provide coaching and assistance in resolving escalated issues. Foster a culture of excellence and continuous improvement within the team. Maintain visibility of SpotOn booking and rate request trends through QlikSense and initiate follow-up actions as needed.
• Digital Transformation & Implementation – 25% Lead Customer ID cleanup and develop standardized governance processes to improve data accuracy, security, and cross-system integration. Ensure accuracy in new customer vetting and validation processes. Maintain data integrity to enable effective analysis and monitoring of commercial portfolios and customer segmentation.
• Miscellaneous Related Duties and Projects as Assigned Knowledge, Skills, and Abilities
• Advanced working knowledge of the shipping industry.
• Advanced understanding of rates, documentation, the CMA CGM eBusiness website, and tariffs.
• In-depth understanding of CCA organizational processes and ownership of said processes.
• Strong knowledge of CCA commercial processes.
• Intermediate working knowledge of Excel and QlikSense (e.g., data manipulation, filters, pivot tables).
• Strong written, verbal, and interpersonal communication skills.
• Proficient computer skills, including Office 365 Suite, LARA, SharePoint, NOVA, and QlikSense.
• Strong time management and analytical skills.
• Excellent problem-solving and decision-making abilities, with the capacity to prioritize based on urgency.
• Skilled presenter capable of leading and facilitating analytical discussions.
• Demonstrated ability to develop, encourage, and motivate employees through analysis and improvement initiatives.
• Highly detail-oriented with strong organizational and planning skills.
• Strong collaboration skills with the ability to work effectively across departments.
• Demonstrated initiative to improve reports, streamline processes, and drive automation and simplification. Qualifications Education Required : High School Diploma or GED Preferred : Bachelor’s Degree Work Experience General Experience : 5–10 years in Customer Service, Sales, or Documentation Industry Experience : 3–5 years in the shipping or logistics industry Come along on CMA CGM’s adventure! The Company is an equal opportunity employer. All qualified applicants will receive consideration for employment. Discrimination or harassment based upon any protected characteristics as defined by state or federal law is wholly inconsistent with our company values and will not be tolerated. Alternative application methods are available for individuals who are unable to use or access our online application system. For assistance, please contact us at orf.pse_recruiting@cma-cgm.com Nearest Major Market : Hampton Roads