Head of BCO West ID

Opportunity

Maersk is a global leader in integrated logistics and have been industry pioneers for over a century. Through innovation and transformation, we are redefining the boundaries of possibility, continuously setting new standards for efficiency, sustainability, and excellence.

At Maersk, we believe in the power of diversity, collaboration, and continuous learning and we work hard to ensure that the people in our organisation reflect and understand the customers we exist to serve.

With over 100,000 employees across 130 countries, we work together to shape the future of global trade and logistics.

Purpose of the Role

The Direct Transport Sales Manager (BCO) is responsible for driving commercial success with Beneficial Cargo Owner (BCO) customers through strategic sales leadership, targeted business development, and customer-centric engagement.

The role ensures delivery against volume, revenue, and profitability targets across direct transport products (ocean, landside, logistics), while elevating customer satisfaction and strengthening Maersk’s position within assigned BCO accounts.

Key Responsibilities

Commercial Performance & Revenue Growth

• Deliver area sales targets for volume, revenue, and profitability within assigned BCO portfolio.

• Drive growth of non-ocean products including supply chain, logistics & services, and inland solutions.

• Identify, prioritize, and convert new business opportunities aligned to strategic BCO segments.

• Lead strategic account planning and ensure execution of value-adding commercial initiatives.

Customer Relationship Management

• Strengthen long-term BCO customer relationships through deep engagement and strategic partnership.

• Actively monitor customer satisfaction (e.g., NPS) and drive initiatives to address feedback and improve experience.

• Serve as a trusted advisor by providing industry insights and operational performance updates.

Stakeholder Management

• Collaborate closely with Area Sales, Customer Service, Product, Finance, and Regional/Global functions to ensure an aligned commercial approach.

• Feed qualified leads to Business Development Managers and vertical/segment teams for cross-selling opportunities.

• Provide customer-driven insights to product and regional leads to support product optimisation and innovation.

Build and develop a best-in-class sales team

• Ensure succession plans are in place for key roles including own role

• Coach direct reports for success and development

• Manage team engagement

• Develop vertical/segment sales

What we are looking for

• 8–10 years of relevant experience in transportation, logistics, or commercial roles, ideally with direct BCO customer exposure, plus at least 3 years of leadership experience.

• In‑depth knowledge of ocean transportation, end‑to‑end logistics, and integrated supply chain solutions.

• Strategic thinker with the ability to translate market insights and customer needs into clear, actionable commercial plans.

• Skilled negotiator capable of managing complex, high-impact customer engagements.

• Excellent stakeholder management and communication skills, with the ability to influence across functions and regions.

• Proficient in Salesforce and Microsoft Excel, including vLookup, pivot tables, and data analysis for informed decision-making.

• Proficiency in written and spoken English; Fluency in Mandarin would be an advantage.

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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