Business Development Director

CEVA Logistics provides global supply chain solutions to connect people, products, and providers all around the world. Present in 170+ countries and with more than 110,000 employees spread over 1,500 sites, we are proud to be a Top 5 global 3PL.

We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement.

DARE TO GROW! Join CEVA Logistics, and you will be part of a team that values imagination and continued learning and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics. As we continue growing at a fast pace, will you “Dare to Grow” with us?

The Business Development Head – Air & Ocean is responsible for leading the business development strategy for the Air & Ocean product in Mexico, driving sustainable and profitable growth through the acquisition of new customers, expansion of existing accounts, and development of strategic commercial opportunities.

The role provides commercial leadership across the A&O organization, translating market opportunities and customer needs into actionable growth strategies while ensuring strong alignment between Business Development, Product, Pricing, Operations and other key functions.

This position is accountable for developing and managing a healthy commercial pipeline, increasing market penetration, strengthening customer relationships, and ensuring that commercial opportunities are aligned with CEVA's growth, profitability and service objectives.

The role also leads and develops the Business Development team, establishing priorities, performance expectations and commercial disciplines to achieve revenue, margin and growth targets.

Key Accountabilities

• Define and execute the Business Development strategy for the Air & Ocean product in Mexico, aligned with local, regional and global commercial objectives.
• Identify market segments, industries, trade lanes and customers with high growth potential.
• Develop short-, medium- and long-term commercial plans to achieve revenue, gross profit and growth targets.
• Identify and pursue new business opportunities across Air Freight and Ocean Freight solutions.
• Increase CEVA's market penetration through structured prospecting, networking and strategic account development.
• Develop strategies to expand CEVA's participation within existing customers through cross-selling and upselling opportunities.
• Maintain a balanced portfolio of opportunities considering revenue potential, profitability, strategic relevance and probability of conversion.
• Lead the identification, qualification and development of strategic prospects and new customer opportunities.
• Build and maintain relationships with senior decision-makers and key stakeholders within target organizations.
• Lead strategic customer meetings, presentations, negotiations and commercial discussions.
• Understand customers' supply chain requirements and translate them into competitive Air & Ocean solutions.
• Develop value propositions that clearly differentiate CEVA's capabilities in the market.
• Lead complex and strategic commercial opportunities from initial identification through negotiation and closing.
• Participate in strategic tenders and RFQs, ensuring the appropriate commercial positioning and internal coordination.
• Lead, coach and develop the Business Development team, creating a high-performance and results-oriented commercial culture.
• Establish clear objectives, priorities and individual commercial targets.
• Conduct regular pipeline reviews and coaching sessions with the team.
• Support the team in developing account strategies and closing complex opportunities.
• Identify capability gaps and establish development plans to strengthen commercial competencies.
• Promote collaboration, accountability and sharing of market intelligence across the team.
• Ensure effective allocation of commercial resources according to market potential and strategic priorities.
• Work closely with Air Product, Ocean Product, Pricing, Operations, Tender Management, Finance and other internal stakeholders to develop competitive and sustainable customer solutions.
• Ensure commercial commitments are operationally feasible and financially sustainable.
• Coordinate internal stakeholders during the development of complex customer proposals.
• Partner with Pricing and Product teams to establish competitive commercial strategies.
• Ensure an effective transition of new business from Sales to Operations following customer award.
• Support implementation teams during strategic customer onboarding when required.

Education, Experience & Skills

• Bachelor's degree in Business Administration, International Business, Logistics, Supply Chain, International Trade, Engineering or a related field.
• Preferred: MBA, Master's degree or postgraduate studies in Business, Commercial Management, Supply Chain or related discipline.
• Minimum 8–10 years of professional experience in Freight Forwarding, Logistics, Supply Chain or related industries.
• Strong experience in Business Development / Sales within Air Freight and/or Ocean Freight.
• Proven experience developing and closing complex B2B logistics opportunities.
• Demonstrated experience managing strategic customers and senior-level relationships.
• Experience developing commercial pipelines and delivering against revenue and profitability targets.
• Previous experience leading, coaching and developing commercial teams.
• Experience working within multinational and matrix organizations.
• English: Advanced / Business fluent.

This is a senior commercial leadership position responsible for driving the growth agenda of the Air & Ocean product in Mexico.

The role is expected to operate with a high degree of autonomy, influencing senior internal and external stakeholders and making recommendations that directly impact revenue growth, profitability, market penetration and customer development.

Unlike an individual Business Development role, this position is accountable not only for generating business directly but also for defining commercial direction, developing the Business Development team, prioritizing market opportunities and ensuring execution of the overall A&O growth strategy.