The Director, Auto RoRo Commercial supports the development and execution of Ports America's Auto RoRo commercial strategy by strengthening strategic customer relationships, partnering closely with Regional General Managers and operations leaders, identifying and pursuing new business opportunities, and connecting operational performance to customer and commercial outcomes. This is an operations-forward, relationship-driven role requiring deep knowledge of Auto RoRo and stevedoring, demonstrated ability to build and maintain effective customer and industry relationships, and the ability to influence across customers and internal stakeholders through consultative, relationship-based engagement. The Director will represent Ports America with key customers and industry partners, coordinate quarterly business and operating meetings with Regional leadership, support pricing and contract discussions, and progressively assume greater ownership of the commercial sales cycle.
Essential Duties:- Develop and maintain senior-level relationships with key Auto RoRo customers, including ocean carriers, shipping lines and related strategic partners; demonstrate an understanding of their operational, safety and commercial priorities.
- Act as an effective commercial and operational partner to customer stakeholders and Ports America leaders, using industry knowledge and relationships to strengthen retention, customer satisfaction and long-term account value.
- Support and execute the Auto RoRo commercial strategy established by the Vice President, Commercial, translating strategic priorities into customer engagement, market activity and actionable opportunities.
- Identify, evaluate and pursue new business opportunities across the Auto RoRo market; build relationships, develop market intelligence and advance opportunities from early-stage interest toward formal commercial pursuits.
- Support of Commercial VP in the commercial sales cycle, including opportunity development, customer engagement, pricing, proposal development, contract discussions, negotiation and close, in partnership with other internal stakeholders.
- Partner closely with Regional GMs and operations leadership to align customer strategy, operational execution and commercial priorities across Auto RoRo facilities.
- Plan, coordinate and facilitate quarterly meetings with Regional GMs and Operations leaders to review customer relationships, operational performance, KPIs, opportunities, risks and priorities; ensure actions and follow-up are managed to completion.
- Use operational performance data and customer feedback to identify opportunities to improve service delivery, KPIs, customer experience and commercial performance.
- Demonstrate a strong working knowledge of Auto RoRo operations and their connection to auto processing, terminal operations, labor requirements, safety and service delivery.
- Partner with Finance, Operations and other internal stakeholders on commercial analysis, pricing, contract economics, forecasts, and business cases; apply sound understanding of financial and P&L concepts to commercial decisions.
- Maintain awareness of market, customer and competitive developments and communicate relevant trends, risks and opportunities to Commercial leadership and internal stakeholders.
- Represent Ports America at industry conferences, customer meetings and other external forums to expand the company's network, strengthen relationships and identify growth opportunities.
- Travel regularly to Ports America facilities, customer locations, industry events and other business meetings in support of customer relationships, operational alignment and commercial growth. Approximately 50% travel, primarily domestic, with approximately 1-2 international trips per year.
Minimum Qualifications: - Bachelor's degree in business, logistics, transportation, maritime studies or a related field, or equivalent experience.
- 10+ years of progressive experience in Auto RoRo, stevedoring, marine terminal operations, automotive logistics or a closely related industry.
- Demonstrated experience working in a labor-based operating environment and partnering effectively with operations and frontline leadership.
- Demonstrated P&L or financial management experience and working knowledge of pricing, contract economics and stevedoring/commercial agreements.
- Demonstrated ability to establish and maintain effective relationships with customers, industry partners and senior stakeholders.
- Proficient in Microsoft Office and able to work with operational and financial data to identify trends, opportunities and performance gaps.
Preferred Qualifications:- Existing relationships within the Auto RoRo, ocean carrier, automotive shipping or related maritime industry are preferred.
- Deep understanding of Auto RoRo and stevedoring operations, including how vessel, terminal and auto processing activities connect to customer service and commercial outcomes.
- Demonstrated ability to build productive relationships, influence decisions and collaborate effectively with customers, executives, GMs, operations leaders and other stakeholders.
- Strong commercial judgment and business acumen, with the ability to connect operational performance, customer needs, pricing, contractual considerations and financial results.
- Excellent communication, presentation and negotiation skills, with the ability to represent Ports America effectively and professionally in customer and industry settings.
- Proven ability to identify opportunities, build networks and develop business through consultative, relationship-based engagement.
- Strong organizational and project coordination skills, with the ability to manage recurring customer and leadership forums, actions and follow-through across multiple regions.
- Demonstrated ability to operate independently while collaborating across a geographically dispersed organization.
NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as needed to meet the ongoing needs of the organization.
Pay Transparency - $165k - $190k per year
