Key Account Management Senior Manager EUROPE - Subsector manager Defense

About the role

CEVA Logistics is strengthening its Defence business in Europe and is looking for a senior commercial leader to support the next phase of its development.

As Senior Business Development Manager Europe – Defence, you will have a European mandate combining strategic account leadership, business development and market expansion.

You will manage a selected portfolio of strategic Defence relationships while driving the next phase of CEVA’s commercial footprint across Europe. The role combines securing and developing existing business with actively creating and converting new commercial opportunities.

Operating at a senior level within the Defence ecosystem, you will develop relationships with key decision-makers and connect customer requirements with CEVA’s end-to-end logistics capabilities, including Air, Ocean, Ground & Rail, Contract Logistics, Customs and 4PL.

Working across CEVA’s European, local and product organizations, you will shape account strategies, develop market opportunities, lead major commercial engagements and turn opportunities into sustainable and profitable business.

This is an active commercial role with a European scope and a strong strategic dimension.

France is the preferred location.

Key Responsibilities

Drive the growth of the Defence Sub-sector across Europe

• Lead the commercial development of CEVA’s Defence business across Europe.
• Build and convert a strategic pipeline of new business opportunities.
• Identify priority markets, customers and growth levers and translate them into commercial action.
• Strengthen CEVA’s position and presence across the European Defence ecosystem.
• Develop senior-level relationships with customers, industry stakeholders and strategic partners.

Lead strategic accounts and commercial development

• Own the commercial agenda for a selected portfolio of strategic Defence accounts.
• Secure existing business while systematically developing share of wallet and new revenue opportunities.
• Build senior and executive-level relationships within customer organizations.
• Lead strategic opportunities, complex tenders and major commercial negotiations through to contract award.
• Maintain a clear view of customer strategy, competitive positioning and long-term commercial potential.

Connect CEVA capabilities with the market

• Position CEVA’s logistics and supply chain capabilities against the evolving requirements of the Defence sector.
• Mobilize the relevant expertise across Air, Ocean, Ground, Contract Logistics, Customs and 4PL to address complex customer opportunities.
• Work with CEVA’s European and local organizations to establish the appropriate commercial coverage and execution model.
• Develop a European approach combining sector expertise, local market access and CEVA’s global capabilities.

Shape the commercial agenda

• Bring senior market insight to CEVA’s European Defence leadership.
• Influence commercial priorities, investment decisions and growth initiatives.
• Provide clear visibility on market potential, strategic opportunities, pipeline and commercial performance.
• Act as a senior commercial reference for Defence across the European organization.

Qualifications and Skills

We are looking for a senior commercial professional with:

• Significant experience in Defence / Aerospace & Defence, ideally in a senior Business Development, Key Account Management or Sales leadership role.
• A proven track record in strategic account development, new business acquisition and complex commercial negotiations.
• An established network and strong relationships across the Defence ecosystem.
• A solid understanding of transportation, logistics and supply chain, with the ability to engage across multiple logistics solutions.
• Experience engaging with senior and executive stakeholders within complex international organizations.
• Strong commercial judgement, influencing skills and strategic thinking.
• Fluent English; French is strongly preferred.
• European mobility.

A military background combined with significant commercial experience will also be considered.