{"id":31166,"date":"2021-11-20T11:50:09","date_gmt":"2021-11-20T10:50:09","guid":{"rendered":"https:\/\/eolog.com\/commercial-manager\/"},"modified":"2021-11-20T11:50:09","modified_gmt":"2021-11-20T10:50:09","slug":"commercial-manager","status":"publish","type":"post","link":"https:\/\/eolog.com\/en\/commercial-manager\/","title":{"rendered":"Commercial Manager"},"content":{"rendered":"<p><\/p>\n<article>\n<p><strong>Who we are?<\/strong><\/p>\n<p>At Inchcape, our vision is to have a connected world, in which our customers trade successfully and make better decisions in every port, everywhere. We use technology and our global network to help our partners connect to a smoother, smarter ocean. Inchcape combines its worldwide infrastructure with local expertise through our global network of over 240 proprietary offices, across 60 countries and a team of more than 2,500 committed professionals. Our diverse global customer base includes owners and charterers in the oil, cruise, container and bulk commodity sectors as well as naval, government and intergovernmental organizations.<\/p>\n<p>We have an ambitious growth model and a career here is certainly going to be a rewarding one that will allow you to bring your skills &amp; experience. We embrace change and are open to new thinking and pushing for positive change in our industry.<\/p>\n<p><strong>Summary:<\/strong><\/p>\n<p>Working in a matrix structure and a member of the Commercial team, the Commercial Manager is responsible for growing revenue for the Americas region. They are the Subject Matter Expert for the Americas region internally, and externally will strongly position Inchcape as the partner of choice in this sector\/region.<\/p>\n<p><strong>Key Accountabilities:<\/strong><\/p>\n<p><strong>Business Planning<\/strong><\/p>\n<ul>\n<li>Create and deliver against a business plan for the assigned territory with a strong focus on growing existing business and development of new business opportunities.<\/li>\n<li>Responsible for thorough and structured pipeline formation supporting the business plan covering lead generation, qualification and proposal stages to obtain commitment and then sale.<\/li>\n<li>Actively participate in the delivery of the geography business plans, as required.<\/li>\n<\/ul>\n<p><strong>Reporting<\/strong><\/p>\n<ul>\n<li>Conduct quarterly business review with VP Commercial &ndash; Americas.<\/li>\n<li>Report regularly as required by the business.<\/li>\n<\/ul>\n<p><strong>Americas Region Expertise<\/strong><\/p>\n<ul>\n<li>Build and promote self as the subject matter expert (SME) for the dry bulk sector in the Americas region internally.<\/li>\n<li>Establish self and Inchcape as the recognized partner in the tanker sector by growing knowledge base, networking with credible sources and partners, researching trends and actively participating at local industry events.<\/li>\n<li>Share specialist knowledge and experiences of the sector\/region within the Commercial Team and wider business to enhance Inchcape&rsquo;s value proposition.<\/li>\n<\/ul>\n<p><strong>Account Management<\/strong><\/p>\n<ul>\n<li>Act as single point of contact for owned accounts within the appointed territory.<\/li>\n<li>Responsible for regular and structure account calls\/meetings with a documented meeting purpose, plan and desired pay-off.<\/li>\n<li>Ensure Account Receivables less than 90 days for all accounts within the assigned territory.<\/li>\n<\/ul>\n<p><strong>Sales Execution<\/strong><\/p>\n<ul>\n<li>Secure customer commitment and agreement.<\/li>\n<li>Pricing and rates qualification and agreement with CCO approval.<\/li>\n<li>Contract formation with expertise from contracts team and guidance from CCO.<\/li>\n<li>Review and follow up after sale is closed.<\/li>\n<li>Lead growth of Inchcape Products and Solutions within the assigned territory.<\/li>\n<\/ul>\n<p><strong>Collaboration<\/strong><\/p>\n<ul>\n<li>Maintain regular and comprehensive two-way communications across Commercial, Operations and other Inchcape business groups, ensuring clear messaging and facilitation across communication channels.<\/li>\n<li>Partner with Commercial colleagues to enhance and strengthen a sales opportunity adjusting level of input\/involvement based on leading salesperson.<\/li>\n<\/ul>\n<p><strong>Qualifications<\/strong><\/p>\n<ul>\n<li>Extensive knowledge in the tanker market.<\/li>\n<li>Knowledge of Port Agency, Marine Services global, Commercial activities and tanker customer requirements.<\/li>\n<li>Project Management qualification &ndash; preferred.<\/li>\n<li>Vessel chartering &#8211; preferred.<\/li>\n<li>Desired skills: Customer relationship management, negotiation, presentation, analytical, prioritization, and delegation.<\/li>\n<\/ul>\n<p><strong>Experience<\/strong><\/p>\n<ul>\n<li>Sales Business Planning short to long term.<\/li>\n<li>External sales\/business development experience required, minimum 3-5 years preferred<\/li>\n<li>Previous maritime agency experience required.<\/li>\n<li>Understanding of multiple sector verticals (ie a combination of sales in dry bulk, tanker, linker, offshore, crew logistics and or\/offshore).<\/li>\n<li>Pipeline creation and execution.<\/li>\n<li>Formation and negotiation<\/li>\n<li>Customer engagement and management.<\/li>\n<li>Working in complex international organizations.<\/li>\n<li>Team collaboration.<\/li>\n<\/ul>\n<p><strong>Education<\/strong><\/p>\n<ul>\n<li>MBA, Bachelors or Master&rsquo;s Degree or similar or equivalent work experience &#8211; preferred.<\/li>\n<\/ul>\n<p><strong>Other Requirements:<\/strong><\/p>\n<ul>\n<li>Able to travel internationally<\/li>\n<\/ul>\n<p><strong>Why Inchcape Shipping Services?<\/strong><\/p>\n<p>We believe in building a diverse and high performing workforce, that works together to provide our customers with the exceptional service they deserve. To reach the highest standards we depend on our people, their welfare, training and expertise. We realize the value of our staff and know that your unique experiences, skills and passions will help you to build a rich and rewarding career in our dynamic industry.<\/p>\n<p>Our values are at the center of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:<\/p>\n<p><strong><em>Global Perspective<\/em>&nbsp;&#8211;<\/strong>&nbsp;we connect the world and see the bigger picture.<\/p>\n<p><strong><em>The Power of People &#8211;<\/em><\/strong>&nbsp;we rely on the strength of local agent knowledge and relationships.<\/p>\n<p><strong><em>Progress&nbsp;<\/em>&#8211;<\/strong>&nbsp;we adopt new thinking and push for positive change in our industry.<\/p>\n<p><strong>In return, we will offer you:<\/strong><\/p>\n<ul>\n<li>Healthcare<\/li>\n<li>Life &amp; Disability Insurance<\/li>\n<li>Competitive salary<\/li>\n<li>Employee Assistance Program<\/li>\n<li>Career development and progression opportunities<\/li>\n<li>Values Award celebration events<\/li>\n<li>Paid-Time off<\/li>\n<\/ul>\n<p>Plus, much more!<\/p>\n<p>If you think that you have the right skills, knowledge, and attitude to join our team, then we invite you to apply by simply clicking at the top of this advert!<\/p>\n<p>#ISSthebiggerpicture<\/p>\n<p><em>Inchcape is an Equal Employment Opportunity Employer. All employment decisions Inchcape makes are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national origin, age, sex, sexual orientation, gender, veteran or disability status, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Inchcape encourages applicants of all ages.<\/em><\/p>\n<\/article>\n<p><br \/>\n<br \/>News source: http:\/\/maritime-executive.com <a target=\"_blank\" href=\"https:\/\/www.maritime-executive.com\/article\/commercial-manager?rand=17996\" rel=\"noopener\">Go to original post<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Who we are? At Inchcape, our vision is to have a connected world, in which our customers trade successfully and make better decisions in every port, everywhere. We use technology and our global network to help our partners connect to a smoother, smarter ocean. Inchcape&#8230;<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-31166","post","type-post","status-publish","format-standard","hentry","category-news"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Commercial Manager - Eolog | Eastern Overseas Logistics<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/eolog.com\/en\/commercial-manager\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Commercial Manager - Eolog | Eastern Overseas Logistics\" \/>\n<meta property=\"og:description\" content=\"Who we are? 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