Country Sales Manager - Ground & Rail

ppCEVA Logistics is looking for an accomplished and entrepreneurial bSenior Sales– Ground Rail /b to accelerate the growth of our road, rail and intermodal business in Italy. /p pThis 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. /p pIn 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. /p pThe 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. /p h3Your Key Responsibilities /h3 pDrive Business Growth /p ul liDevelop and execute a structured sales plan for the Ground Rail market, aligned with CEVA’s commercial strategy and growth targets. /li liIdentify, engage and acquire new customers through targeted prospecting, networking, market intelligence and strategic business-development initiatives. /li liBuild a high-quality pipeline across road freight, rail freight and intermodal transportation. /li liGrow and strengthen the existing customer portfolio by identifying new lanes, services, geographies and cross-selling opportunities. /li liPosition CEVA as a strategic logistics partner by understanding customers’ supply chains, business priorities and long-term development plans. /li liLead the preparation and presentation of compelling commercial proposals, business cases and tailored logistics solutions. /li liManage complex tenders and RFQs in collaboration with Front Office Management, Middle Office, Procurement, Operations and other relevant functions. /li liRepresent CEVA at industry events, customer forums, networking initiatives and selected sponsorship activities. /li liTake clear ownership of agreed revenue, gross-profit, pipeline and customer-acquisition targets. /li /ul h3Build Profitable and Sustainable Customer Partnerships /h3 ul liAct as the senior commercial point of contact for assigned customers, developing trusted relationships with key decision-makers and executive stakeholders. /li liTranslate customer requirements into clear, scalable and commercially sustainable transport solutions. /li liWork with Operations and Procurement to identify the optimal combination of road, rail and intermodal services. /li liAnalyse costs, pricing structures, margins and account profitability before and throughout the customer relationship. /li liLead commercial negotiations while protecting CEVA’s profitability, contractual position and service standards. /li liMonitor the financial and operational performance of assigned accounts and coordinate corrective or development actions where required. /li liIdentify commercial, operational, financial and contractual risks and ensure their timely escalation. /li liSupport contract preparation and involve Legal, Finance and other specialists whenever necessary. /li liProvide market intelligence and commercial data to support budgeting, forecasting and strategic planning. /li /ul h3Ensure Effective Customer Implementation /h3 ul liCoordinate the transition from commercial agreement to operational implementation, ensuring clear ownership and alignment across all functions. /li liSupport the definition of customer‑specific Standard Operating Procedures and service requirements. /li liEnsure that commitments, transport specifications, pricing conditions and agreed procedures are clearly communicated to operational teams. /li liProvide Customer Operations Support with the information needed to manage accounts successfully. /li liMonitor the implementation of customer commitments and remain actively involved during onboarding and business ramp‑up. /li liCollaborate with CEVA’s international network to develop cross-border opportunities and multinational accounts. /li liSupport Finance with the information and documentation required for customer onboarding and account‑opening procedures. /li /ul h3Contribute to Future Sales Leadership /h3 ul liAct as a role model for commercial excellence, accountability and customer focus. /li liShare market knowledge, sales practices and customer insights with colleagues. /li liSupport and coach less‑experienced sales team members when required. /li liContribute to account allocation, pipeline reviews, commercial priorities and coordinated market-development initiatives. /li liHelp strengthen sales processes, CRM discipline, forecasting quality and performance visibility. /li liDemonstrate the ability to influence, coordinate and mobilise colleagues across functions without relying on formal authority. /li liProgressively take on broader team coordination and people‑leadership responsibilities, in line with demonstrated performance, leadership readiness and business growth. /li /ul h3Performance and Commercial Discipline /h3 ul liMaintain accurate and up-to-date information on customers, opportunities, activities and forecasts within the CRM. /li liPrepare regular reports on customer visits, pipeline development, conversion, revenue, gross profit and portfolio performance. /li liParticipate actively in sales meetings, business reviews and cross‑functional coordination sessions. /li liProvide reliable forecasts and clearly communicate opportunities, risks and required actions. /li liMonitor performance against agreed sales targets and KPIs. /li liUse data and market intelligence to prioritise opportunities and improve commercial effectiveness. /li /ul h3What You Bring /h3 ul liSignificant commercial experience in road transportation, rail freight, intermodal solutions, freight forwarding or contract logistics. /li liA demonstrable track record of acquiring new customers, developing strategic accounts and delivering profitable growth. /li liStrong knowledge of the Italian and international Ground Rail transportation markets. /li liPractical understanding of Full Truck Load, Less than Truck Load, groupage, rail freight and intermodal solutions. /li liExperience managing complex sales cycles, tenders, RFQs, pricing exercises and contractual negotiations. /li liAbility to analyse transport costs, pricing components, margins, account profitability and commercial performance. /li liExperience building relationships with senior customer stakeholders and key decision‑makers. /li liConfidence in managing complex, cross‑functional and international commercial projects. /li /ul h3Leadership Potential /h3 ul liA clear ambition to progress towards sales‑team leadership. /li liPrevious experience in coaching, mentoring, coordinating or informally leading colleagues is highly valued. /li liAbility to set direction, create accountability and bring people together around shared commercial objectives. /li liA collaborative leadership style combined with a strong sense of ownership. /li liSound judgement, resilience and the ability to make decisions in a fast‑moving environment. /li /ul h3Personal Capabilities /h3 ul liEntrepreneurial, proactive and strongly results‑oriented mindset. /li liExcellent communication, negotiation, influencing and presentation skills. /li liStrong customer and business acumen, with the ability to balance growth, service quality and profitability. /li liHigh level of organisation, commercial discipline and time management. /li liAbility to operate autonomously while collaborating effectively across Operations, Procurement, Finance, Legal and international teams. /li liFluency in English and Italian. /li liAvailability to travel within the assigned territory and, when required, internationally. /li liValid driving licence. /li /ul h3What We Offer /h3 ul libContract: /b Permanent, full-time /li libWorking model: /b Hybrid /li libGross Annual Salary: /b Starting from €50,000 /li liVariable compensation linked to individual performance and business results /li liCompany car in accordance with company policy /li liFlexible and hybrid working arrangements /li liLife and medical insurance /li liPhysical and mental well‑being programmes /li liPersonalised career and skills‑development opportunities /li liContinuous learning and exposure to international logistics operations /li liA visible role with the opportunity to influence the growth of the Ground Rail business /li liA potential development path towards broader commercial and people‑leadership responsibilities /li liAn inclusive culture centred on collaboration, innovation, safety and continuous improvement /li /ul pThe final compensation package and role scope will reflect the successful candidate’s professional experience, market knowledge, technical capabilities, leadership readiness and overall suitability. /p h3Our Commitment /h3 pCEVA Logistics is committed to creating an inclusive working environment in which every employee and candidate is treated with fairness, dignity and respect. /p pEmployment decisions are based on objective, job‑related criteria, including skills, competencies, qualifications, experience and potential. /p pWe welcome applications from people of all backgrounds and are committed to equal opportunities and pay equity for work of equal value. /p h3Dare to Grow /h3 pAre you an accomplished sales professional ready to make a direct impact today and grow into a commercial leadership role tomorrow? /p /p #J-18808-Ljbffr