Contract: Commercial Manager (Ports & Marine Services) / UAE

Commercial Manager (Port & Marine Services)

Reporting  To - VP Commercial

SECTION I: JOB PURPOSE

To provide commercial support and acumen to the existing and future business functions under the “Maritime Cluster”, participate within the expansion and strategic growth plan of Abu Dhabi Ports “Maritime Cluster”, ensuring service excellence to all stakeholders through a synergistic approach, whilst capturing value to the Clusters within Abu Dhabi Ports.

Within this role, the holder is both responsible and accountable for effectively managing the relationship between existing clients, future strategic partners and internal stakeholders of the “Maritime Cluster” through a collaborative approach.

You will lead & co-ordinate with a commercially effective, determined, yet goal orientated style. Pursuing Strategic initiatives and business growth by developing existing services and driving the expansion of the “Maritime Cluster” into new markets, both organically and inorganically, through collaboration, acquisition and Joint Venture, forming alliances to explore and expand Port Marine Services in line with AD Ports overall expansion strategies.

SECTION II: KEY RESPONSIBILITIES

Key Responsibilities:

Core Responsibilities:

• Create Opportunities for economic and commercial value through the development of new business, whilst expanding the core activities & Services to existing clients.
• Monitor the marine service performance of existing business units and compare against benchmarks and KPi’s.
• Lead the development of commercial strategies in collaboration with the Business Development team & Cluster units under Abu Dhabi Ports.
• Monitor Pricing, Market analysis and commercial performance of competing marine service operators.
• With Finance; initiate and manage the development process of financial/business models relating to proposed business activities.
• Prospect for new clients and develop a rapport.
• Grow and retain existing accounts by presenting new solutions and services to clients.
• Follow the strategic plan as set out by Abu Dhabi Ports and develop new initiatives to support the development of the Maritime Cluster.
• Review the Marine service tariff annually and make suggestions to increase revenue.

New Business Development

• Prospect new clients and turn this into increased revenue.
• Regularly meet with clients to grow and leverage your network.
• Identify new clients, and the decision makers within the client organisation.
• Research and build relationships with new clients to create value from your service offering.
• Plan approaches and pitches. * Work with team to develop proposals that speak to the client’s to better understand their needs, concerns, and objectives.
• Handle objections and find a solution, working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
• Identify, review and propose alliances/joint venture opportunities where appropriate.
• Contribute to making improvements to existing processes, practices and approaches to influences productivity and working methods to meet customer needs.
• Is responsible for the initiation and management of commercial and business models development for the purpose of seeking approval for business opportunities

Client Retention

• Present new products and services and enhance existing relationships.
• Work with internal colleagues & departments to meet customer needs.
•  Arrange and participate in internal and external client debriefs.
• Develop and manage customer data base and support marketing department with any campaigns, communication requirements and or events.

Business Planning

• Attend industry functions, such as association events and conferences, provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales and brand awareness.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities. Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

SECTION III: KNOWLEDGE & SKILLS

Educational and Technical Qualifications:

• Bachelors / Master degree or equivalent Experience
• Appropriate experience in similar managerial position in Port Marine Services
• Strong people management skills
• Proven skills in business and financial management

behavioural CompetenciEs:

• Prospect Consistently
• Analytical ability
• Commercial Acumen
• Upselling
• Time Management
• Plan for Success
• Accountable
• Build Rapport
• Lead Conversations
• Maintain Positivity
• Prowess

Language Skills:

• Written and Spoken English & Arabic (preferred)

Years of Experience:

• Minimum 5-10 years of maritime experience in managerial roles.

Nature of Experience:

• Ports & Shipping industry, with a Marine Service Background, experience in a similar managerial role.

KEY INTERNAL CONTACTS

PURPOSE OF INTERACTION

Finance

From using a collaborative approach develop business models in conjunction with finance analysis.

Maritime Cluster

To understand the commercial requirements of the business verticals within the Maritime Cluster to maintain, grow

Abu Dhabi Ports Clusters

Work closely with Abu Dhabi Ports Commercial, Strategy and Business Development, to share knowledge/intelligence to aid expansion of the existing and future business through a shared goal.

Terminal Operators

Laisse with Terminal operators to assist business growth, through a collaborative approach.

KEY EXTERNAL CONTACTS

PURPOSE OF INTERACTION

Government Departments

Maintain strong links with other Government Departments and Government Businesses. Set up regular Meetings to ensure that goals are shared.

Port Authorities

Meet with the Port Authorities across the strategic region, to promote the services of SAFEEN.

Terminal Operators

Meet with the Port Authorities across the strategic region, to promote the services of SAFEEN.