The
Commercial Manager is responsible for business development, which includes reviewing and implementing rates and the contractual agreements associated with services provided to various customers in their assigned region. The individual in this position participates in business development, the quoting of rates of spot shipments as requested by vessel operators and cargo owners or their representatives. In addition, this position manages ongoing contracts with regular customers, and develops relationships with new customers.
Essential Responsibilities:- Manage customer relationships and their expectations to ensure a professional and successful relationship.
- Monitor assigned customer accounts and track to annual forecast; stay updated on customer(s) account pipeline and upcoming volumes
- Track customer accounts against regional geographic coverage and terminal capabilities
- Coordinate with regional vice president (RVP) and commercial team on customer account developments
- Input any customer account updates into the Customer Relationship Management (CRM) system
- Compile information and data related to customer and prospective interactions. Coordinate on any new customer volumes and add to CRM
- Oversee all quoting of rates on potential cargo of all kinds associated with the conventional division and as assigned. Provide quotes to customers, and coordinate with SSA billing / invoicing on final customer quote
- Monitor customer, market and competitor activity and provide feedback to company leadership team and other company stakeholders
- Develop list of prospective customers and coordinate with the Commercial team and Regional Vice Presidents
- Identify prospective customer decision makers / influencers
- Create a plan for prospective customer pursuit, with RVPs and Commercial team. Execute on prospect outreach plan, and update Commercial team on progress
- Respond to customer Request for Proposals (RFPs)
- Work closely with all operations staff to develop rate structures in sync with operational plans.
- Develop and negotiate customer contracts based upon knowledge of market conditions, union contracts, and operations.
- Coordinate with the credit department to determine appropriate credit terms for each customer.
- When required, host pre-operational planning meetings with all necessary parties to ensure the most efficient operation possible.
- Participate in as-needed customer business reviews (e.g. QBRs)
- Cultivate relationships with Port Authority staff in all areas in which we operate.
- Deliver presentations and speeches about the company and its product.. Develop and design presentations that advance key objectives and tell the story through clean, concise, and well-organized slides.
- Perform "after ops" follow up with billing, accounting, and the operations staff to ensure invoices are prepared accurately and sent to customers in a timely manner. Monitor accounts receivable and assist when necessary.
- Perform other duties and tasks as required. Occasional backup for SSA area superintendents may be required.
- Regular travel, on a daily and overnight basis. Considerable amount of drive time throughout region.
- Domestic travel and travel to Canada required for in-person relationship development and account maintenance, including meetings or at industry trade events with both current/potential customers.
Qualifications:- High School Diploma required, Bachelor's degree from an accredited university or college preferred.
- 5 years working experience in the transportation and maritime industry with a focus on vessel stevedoring and marine terminal operations preferred.
- Must have strong proficiency in all MS Office applications, especially Excel and Word.
- Experience with Customer Relationship Management (CRM) Platforms preferred.
- Valid Driver's License, ability to obtain TWIC card and passport required.
- Strong written and oral communication skills.
- Must be comfortable with sales.
- Experienced at speaking to an audience and making business proposals.
Work environment:- Regular travel, on a daily and overnight basis. Considerable amount of drive time throughout region.
- Domestic travel and travel to Canada required for in-person relationship development and account maintenance, including meetings or at industry trade events with both current/potential customers.
- Required job duties are normally performed in a climate-controlled office environment.
- Exposure to computer screens.
- The noise level in the work environment is usually moderate however jobsite visits will often be loud and noisy.
- Requires the physical ability to maneuver on a ship, terminal yard and area buildings and terminals.
Salary Range: $105,000-140,000 per year
The posted compensation range is based on the applicable geographic market for the position and may vary depending on factors such as related experience and skill set. Final compensation will be determined based on these items and other relevant factors.
