Country Sales Manager

Location: San Giuliano Milanese, Italy

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, c