Country Sales Manager - Ground & Rail

CEVA Logistics is looking for an accomplished and entrepreneurial Senior Sales– Ground & Rail to accelerate the growth of our road, rail and intermodal business in Italy.

This is a high-impact commercial role designed for an experienced sales professional who combines a strong record of winning new business with the ambition and potential to progressively take responsibility for a sales team.

In the initial phase, the successful candidate will focus on developing strategic accounts, expanding the customer portfolio and building a robust and profitable pipeline. As the business grows, the role is expected to evolve towards broader commercial leadership responsibilities, including coaching sales colleagues, coordinating market-development activities and contributing to the direction and performance of the Ground & Rail sales team.

The role requires strong market knowledge, commercial discipline and the ability to work across Operations, Procurement, Finance, Legal and CEVA’s international network to turn complex customer requirements into competitive, reliable and profitable transport solutions.

Your Key Responsibilities

Drive Business Growth

• Develop and execute a structured sales plan for the Ground & Rail market, aligned with CEVA’s commercial strategy and growth targets.
• Identify, engage and acquire new customers through targeted prospecting, networking, market intelligence and strategic business-development initiatives.
• Build a high-quality pipeline across road freight, rail freight and intermodal transportation.
• Grow and strengthen the existing customer portfolio by identifying new lanes, services, geographies and cross-selling opportunities.
• Position CEVA as a strategic logistics partner by understanding customers’ supply chains, business priorities and long-term development plans.
• Lead the preparation and presentation of compelling commercial proposals, business cases and tailored logistics solutions.
• Manage complex tenders and RFQs in collaboration with Front Office Management, Middle Office, Procurement, Operations and other relevant functions.
• Represent CEVA at industry events, customer forums, networking initiatives and selected sponsorship activities.
• Take clear ownership of agreed revenue, gross-profit, pipeline and customer-acquisition targets.

Build Profitable and Sustainable Customer Partnerships

• Act as the senior commercial point of contact for assigned customers, developing trusted relationships with key decision-makers and executive stakeholders.
• Translate customer requirements into clear, scalable and commercially sustainable transport solutions.
• Work with Operations and Procurement to identify the optimal combination of road, rail and intermodal services.
• Analyse costs, pricing structures, margins and account profitability before and throughout the customer relationship.
• Lead commercial negotiations while protecting CEVA’s profitability, contractual position and service standards.
• Monitor the financial and operational performance of assigned accounts and coordinate corrective or development actions where required.
• Identify commercial, operational, financial and contractual risks and ensure their timely escalation.
• Support contract preparation and involve Legal, Finance and other specialists whenever necessary.
• Provide market intelligence and commercial data to support budgeting, forecasting and strategic planning.

Ensure Effective Customer Implementation

• Coordinate the transition from commercial agreement to operational implementation, ensuring clear ownership and alignment across all functions.
• Support the definition of customer‑specific Standard Operating Procedures and service requirements.
• Ensure that commitments, transport specifications, pricing conditions and agreed procedures are clearly communicated to operational teams.
• Provide Customer Operations Support with the information needed to manage accounts successfully.
• Monitor the implementation of customer commitments and remain actively involved during onboarding and business ramp‑up.
• Collaborate with CEVA’s international network to develop cross-border opportunities and multinational accounts.
• Support Finance with the information and documentation required for customer onboarding and account‑opening procedures.

Contribute to Future Sales Leadership

• Act as a role model for commercial excellence, accountability and customer focus.
• Share market knowledge, sales practices and customer insights with colleagues.
• Support and coach less‑experienced sales team members when required.
• Contribute to account allocation, pipeline reviews, commercial priorities and coordinated market-development initiatives.
• Help strengthen sales processes, CRM discipline, forecasting quality and performance visibility.
• Demonstrate the ability to influence, coordinate and mobilise colleagues across functions without relying on formal authority.
• Progressively take on broader team coordination and people‑leadership responsibilities, in line with demonstrated performance, leadership readiness and business growth.

Performance and Commercial Discipline

• Maintain accurate and up-to-date information on customers, opportunities, activities and forecasts within the CRM.
• Prepare regular reports on customer visits, pipeline development, conversion, revenue, gross profit and portfolio performance.
• Participate actively in sales meetings, business reviews and cross‑functional coordination sessions.
• Provide reliable forecasts and clearly communicate opportunities, risks and required actions.
• Monitor performance against agreed sales targets and KPIs.
• Use data and market intelligence to prioritise opportunities and improve commercial effectiveness.

What You Bring

• Significant commercial experience in road transportation, rail freight, intermodal solutions, freight forwarding or contract logistics.
• A demonstrable track record of acquiring new customers, developing strategic accounts and delivering profitable growth.
• Strong knowledge of the Italian and international Ground & Rail transportation markets.
• Practical understanding of Full Truck Load, Less than Truck Load, groupage, rail freight and intermodal solutions.
• Experience managing complex sales cycles, tenders, RFQs, pricing exercises and contractual negotiations.
• Ability to analyse transport costs, pricing components, margins, account profitability and commercial performance.
• Experience building relationships with senior customer stakeholders and key decision‑makers.
• Confidence in managing complex, cross‑functional and international commercial projects.

Leadership Potential

• A clear ambition to progress towards sales‑team leadership.
• Previous experience in coaching, mentoring, coordinating or informally leading colleagues is highly valued.
• Ability to set direction, create accountability and bring people together around shared commercial objectives.
• A collaborative leadership style combined with a strong sense of ownership.
• Sound judgement, resilience and the ability to make decisions in a fast‑moving environment.

Personal Capabilities

• Entrepreneurial, proactive and strongly results‑oriented mindset.
• Excellent communication, negotiation, influencing and presentation skills.
• Strong customer and business acumen, with the ability to balance growth, service quality and profitability.
• High level of organisation, commercial discipline and time management.
• Ability to operate autonomously while collaborating effectively across Operations, Procurement, Finance, Legal and international teams.
• Fluency in English and Italian.
• Availability to travel within the assigned territory and, when required, internationally.
• Valid driving licence.

What We Offer

• Contract: Permanent, full-time
• Working model: Hybrid
• Gross Annual Salary: Starting from €50,000
• Variable compensation linked to individual performance and business results
• Company car in accordance with company policy
• Flexible and hybrid working arrangements
• Life and medical insurance
• Physical and mental well‑being programmes
• Personalised career and skills‑development opportunities
• Continuous learning and exposure to international logistics operations
• A visible role with the opportunity to influence the growth of the Ground & Rail business
• A potential development path towards broader commercial and people‑leadership responsibilities
• An inclusive culture centred on collaboration, innovation, safety and continuous improvement

The final compensation package and role scope will reflect the successful candidate’s professional experience, market knowledge, technical capabilities, leadership readiness and overall suitability.

Our Commitment

CEVA Logistics is committed to creating an inclusive working environment in which every employee and candidate is treated with fairness, dignity and respect.

Employment decisions are based on objective, job‑related criteria, including skills, competencies, qualifications, experience and potential.

We welcome applications from people of all backgrounds and are committed to equal opportunities and pay equity for work of equal value.

Dare to Grow

Are you an accomplished sales professional ready to make a direct impact today and grow into a commercial leadership role tomorrow?