Xavier Cuenca
Commercial Business Development Manager
Lille
Profil professionnel
Results-driven Commercial and Business Development professional with over 15 years of experience driving new business growth and building strategic customer relationships in the international transport and logistics industry.
Proven track record in prospecting, winning new accounts, managing the full sales cycle and negotiating profitable commercial agreements.
Experienced in developing tailored logistics solutions and working with international customers across Europe and North America.
Strong commercial expertise across Ocean Freight, Air Freight and multimodal transport, with a demonstrated ability to build high-value pipelines, generate sustainable revenue and develop long-term partnerships.
Trilingual in English, French and Spanish.
Vue d'ensemble
4
4
Languages
12
12
years of professional experience
Expérience
Business Development Manager – Ocean & Air Freight
Mainfreight Europe
Ennevelin, France
2023.01 - Actuel
- Drive new business development across Northern France, promoting tailored Ocean Freight, Air Freight and multimodal logistics solutions.
- Identify customer supply chain challenges and design value-added transportation strategies.
- Manage the full sales cycle from prospecting and solution design through negotiation, implementation and account handover.
- Collaborate closely with Pricing, Operations, Customer Service and international branches to deliver competitive logistics solutions.
- Maintain an active sales pipeline and CRM while delivering accurate forecasting and commercial reporting.
- Build long-term strategic relationships with manufacturers, importers, exporters and logistics decision-makers.
International Business Development Manager – Multimodal Transport
Ports de Lille
Lille, France
2020.11 - 2023.01
- Promoted multimodal transportation solutions combining inland waterways, rail and road transport to manufacturers, importers, exporters and freight forwarders.
- Identified opportunities for modal shift by helping companies transition from road transport to more sustainable logistics solutions.
- Developed new commercial relationships across France and Belgium through targeted prospecting, customer meetings and industry networking.
- Collaborated with logistics providers, terminal operators, shipping lines and local authorities to facilitate tailored transportation solutions.
- Acted as a strategic advisor to customers by identifying opportunities to improve supply chain efficiency while reducing environmental impact.
- Represented Ports de Lille at customer presentations, logistics events and commercial meetings.
Transportation Sourcing Manager
XPO Logistics
Arras, France
2018.02 - 2020.03
- Managed strategic carrier procurement across Europe while supporting commercial teams through competitive transportation pricing.
- Developed strategic partnerships with new transportation providers across Europe to strengthen XPO's carrier network and expand available capacity.
- Identified, qualified and onboarded new carriers aligned with customer requirements, service expectations and commercial objectives.
- Negotiated transportation rates, contractual agreements and service levels to ensure competitive and reliable transport solutions.
- Collaborated closely with Sales, Operations and Procurement teams to support customer growth and improve service performance.
- Monitored carrier performance through KPIs, ensuring quality, compliance and continuous improvement.
Logistics Manager
C.H. Robinson Europe
Antwerp, Belgium
2015.08 - 2018.01
- Managed carrier development, pricing activities and a team of four logistics specialists supporting international transportation solutions.
- Led the strategic development of the carrier network supporting international road transportation across Europe.
- Managed pricing activities for new business opportunities in partnership with commercial and operational teams.
- Negotiated long-term transportation agreements with key carriers, balancing service quality, capacity and profitability.
- Conducted Quarterly Business Reviews (QBRs) with strategic transportation partners to strengthen long-term relationships and improve performance.
- Worked closely with Sales, Operations and Procurement to ensure reliable transport solutions for customers.
Capacity Account Manager
C.H. Robinson Worldwide
Toronto, Canada
2011.07 - 2015.08
- Developed and expanded a profitable international carrier portfolio through strategic relationship management.
- Negotiated freight rates and transportation agreements across multiple trade lanes between the USA and Canada.
- Identified market trends, transportation capacity and pricing opportunities.
- Conducted quarterly business reviews to strengthen long-term partnerships.
- Delivered customized transportation solutions supporting customer requirements.
Formation
Master 1 - Management- Supply Chain & Logistics
European Business School (EBS)
Oestrich- Winkel, Germany 2010 - 2011
Master - Business Administration- International Business
Brock University
Saint Catherines, Ontario Canada 2007 - 2011
Compétences
- Results Oriented
- Customer Acquisition and Retention
- Teamwork
- Negotiation
- International freight forwarding
- Customer relationship building
- Adaptability
Informations complémentaires
Traveling and discovering new cultures.
Playing sports: Soccer, Padel, Squash, Tennis.
Focus on family, friendships and meaningful connections.
Continuously learning and developing.
Langues
Anglais
Langue maternelle
Espagnol
Langue maternelle
Français
Courant
Allemand
Débutant
Chronologie
Business Development Manager – Ocean & Air Freight
Mainfreight Europe
2023.01 - Actuel
International Business Development Manager – Multimodal Transport
Ports de Lille
2020.11 - 2023.01
Transportation Sourcing Manager
XPO Logistics
2018.02 - 2020.03
Logistics Manager
C.H. Robinson Europe
2015.08 - 2018.01
Capacity Account Manager
C.H. Robinson Worldwide
2011.07 - 2015.08
Master 1 - Management- Supply Chain & Logistics
European Business School (EBS)
2010 - 2011
Master - Business Administration- International Business
Brock University
2007 - 2011