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Commercial Manager

Publiée le 30.08.2022

Entreprise

Site Internet : https://www.maersk.com
Secteur d´activité :
Transports, logistique, services postaux
Offres d´emploi : Voir toutes nos annonces
A.P. Moller - Maersk is an integrated transport and logistics company; going all the way, together, for our customers and society. ALL THE WAY is... lire la suite

Détails de l'annonce

Poste proposé : Commercial Manager

The Commercial Manager is responsible for providing leadership to managers, supervisors and staff. You will proactively measure service delivery vs what has been promised; ensure fact-based understanding and presentation of local market (supply and demand & utilization), local customers and hinterland, capabilities vs competition, switching costs across competition, market rates levels (in a compliant manner), and service provided vs the competition. Ultimately, this person is accountable for driving the commercial activities within the terminal to include the development of business opportunities and performance in all Commercial activities to include the sales function, customer cate, financial and non-financial targets.
The role reports to the Managing Director.
PRINCIPAL ACCOUNTABILITIES
STRATEGY SUPPORT

  • Establish business priorities to meet the customer’s requirements.
  • Develop and execute Commercial programs to achieve stated objectives regarding revenue, profitability and market share.
  • Maintain positive relationships with key stakeholders, to create and maintain APM Terminals visibility in the market.
  • Manage the translation of the Commercial strategy into business targets, budgets and tangible plans.
  • Partner with business managers to drive Commercial performance. 
  • Develops departmental plans and Commercial priorities. 

CUSTOMER CARE

  • Manage and maintain highly professional relationships with the various decisions makers within the customer’s organisation.
  • Foster and develop relationships with new prospective customers, whilst identifying the customer’s needs and requirements.
  • Manage the maintenance of a detailed customer data base to include the customers company profile.
  • Establish business priorities to meet the customer requirements and take ownership for developing the NPS score.
  • Drive and manage the customer value proposition to secure growth and a profitable sales development.
  • Co-ordinates customer issues and complaints with relevant department & maintains a one-point customer contact.
  • Manage and maintain relationships with key accounts, Landside and Seaside.
  • Consistently ensure that customer care of the highest quality is delivered to customers.

SALES

  • Drive and manage the customer value proposition to secure growth and profitable sales development.
  • Drive sales development through an analysis of Commercial opportunities.
  • Drive the implementation and continuous application of the APM Terminals Sales Process.
  • Drive, develop and deploy best practices within Sales & Marketing.
  • Analyses marketing programs and take action/adjust plans to increase sales effectiveness.
  • Prospect and secure new customers and/or new opportunities within existing accounts. 
  • Develop a successful sales campaign which maximises APM Terminals win rate.
  • Maintain a database of pipeline opportunities including pipeline forecasts, and recording of opportunity plans.
  • Drive the balance between short term gain and long-term growth for all opportunities and initiatives to achieve/exceed sales targets.

ANALYSIS

  • Produce Commercial evaluations of potential initiatives, advising on if they will be commercially viable and beneficial.
  • Develop & maintain an intimate knowledge of the trading environment for the business commodities and ensure management is kept abreast of trends impacting on, or likely to impact on the business.
  • Provide market intelligence and market research. Monitor competitor activity and recommend action where necessary.

LSC AND PRODUCT DEVELOPMENT

  • Drive and oversee the development of new products and services, through the identification, development, marketing of such products and services.
  • Identify opportunity for terminal to generate additional income via land revenues.

PERFORMANCE MANAGEMENT

  • Develop volume and revenue targets and work proactively to ensure these are met.
  • Measure & display commercial results, including periodic forecasting.
  • Track SLA’s, KPIs and targets whilst reporting deviations, developing improvement actions where necessary.
  • Support the Global Commercial Operating System and maintain regular contact with peers from other APMT terminals.
  • Accountable for the management and improvement of local NPS.
  • Resolves all Commercial issues as they arise.

RESOURCE MANAGEMENT

  • Manage Commercial resource requirements.
  • Efficiently deploy the procedures and human resources necessary to accomplish local Commercial objectives.
  • Work closely with the APMT global and local Human Resources Department to obtain clarification, direction, and consultation regarding employee related matters.

PEOPLE/LEADERSHIP

  • Provide effective overall management, coaching, mentoring and support for all direct reports.
  • Create and sustain an environment that is supportive of learning, training and development, whilst facilitating open dialogue and communications so that the terminal Commercial activities can run effectively and efficiently.
  • Reinforce APM Group culture, values & reputation and ensure compliance with APM Group policies, standards and procedures.
Profil recherché pour le poste : Commercial Manager

Critical Qualifications/skills/experience

  • The position requires a professional standard of knowledge to lead teams through functional/general expertise in the Commercial and associated functions.
  • Minimum college degree in business, marketing or related discipline. 
  • Detailed understanding of the various links with other functional areas.
  • Excellent negotiation and relationship building skills on all levels.
  • Strong communication skills with the ability to communicate across the organization.
  • Trustworthy, and able to work highly independently and in teams.
  • Ability to provide leadership, obtain cooperation and promote a team environment to meet objectives.
  • Requires excellent analytical skills, including the ability to interpret data.
  • Must be able to exercise discretion and good judgment, with an ability to understand the effect of decisions overall in the company.
  • Must be able to handle company information with confidentiality and discretion.
  • A broad and international experience and a proven track record within B2B Sales.
  • Proven ability to work in a matrix organization.
  • Excellent stakeholder management, both internal and external.
Critères de l'annonce pour le poste : Commercial Manager
Métier :
Commercial, vente
Management, direction générale
Secteur d´activité :
Transports, logistique, services postaux
Type de contrat :
CDI - CDD
Région :
Nouakchott
Niveau d'expérience :
Expérience entre 2 ans et 5 ans
Niveau d'études :
Bac+3
Compétences clés :
coaching
compliance
leadership
management
mentoring
stakeholder management
vente
Nombre de poste(s) : 3
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