The Role
As Commercial Manager, you will oversee customer relations, manage contracts, develop business strategies, and coordinate with commercial teams to enhance service delivery and sales.
Summary Generated by Built In
Job Summary & Responsibilities
Summary/Objective:
The Manager of Marketing and Contracts is responsible for business development, which includes reviewing and implementing rates and the contractual agreements associated with services provided to various customers. 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.
The Manager of Marketing and Contracts is responsible for business development, which includes reviewing and implementing rates and the contractual agreements associated with services provided to various customers. 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.
Essential Responsibilities:
Preferred Qualifications- 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 RVPs
- 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, PMA/ILWU contract, 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.
- Working experience in the transportation and maritime industry with a focus on vessel stevedoring and marine terminal operations preferred .
- Must have adequate proficiency in all MS Office applications, especially Excel and Word.
- Valid Driver's License, TWIC card and passport required.
- Strong written and oral communication skills
- Experienced at speaking to an audience and making a business proposal.
Supervisory Responsibilities: No
Work environment:
Work environment:
- 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
- Local, domestic and occasional international travel required
- Requires the physical ability to maneuver on a ship, terminal yard and area buildings and terminals
We are an Equal Opportunity Employer
Pay Range$110,000 - $150,000
Compensation & BenefitsEligible employees (and their families) may qualify for medical, dental, and vision insurance, as well as having basic life and accidental death insurance, paid disability insurance, including paid parental leave if eligible, and an Employee Assistance Program. Employees will receive paid sick and vacation time, and company holidays if eligible. The company also offers paid bereavement leave, and paid jury duty. Eligible employees can enroll in our company's 401k plan, as well as a retirement plan. Employees will be eligible for discretionary and/or metric-based bonuses dependent on their position.Top Skills
Crm Systems
MS Office
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The Company
What We Do
Founded by Fred R. Smith in 1949 as Bellingham Stevedoring Company, we began our first cargo handling operations in a small corner of Washington State. Driven by a pioneering spirit, our family-owned company saw steady growth over the years, expanding up and down the West Coast to operate a significant market share of the major international terminals in the eastern Pacific. Today, we have become a global enterprise spanning more than 260 locations across five continents.
We continue to broaden our reach by developing new locations and upgrading existing facilities, providing some of the most technologically advanced facilities in the world.
We partner to move commerce with efficiency, flexibility, and integrity.
With operations across five continents and a vast network of interconnected transportation solutions, we open new opportunities that accelerate the growth and pace of global business. Improving the customer experience is at the heart of everything we do, so we make purposeful investments in people, facilities and technical innovations that deliver the greatest customer value.
