Role - Commercial Manager
Who we are
House of Shipping provides business consultancy and advisory services for Shipping & Logistics companies. House of Shipping's commitment to their customers begins with developing an understanding of their business fundamentals.
Currently House of Shipping is recruiting for a Commercial Manager for one of its clients in Thailand
Job purpose
The primary purpose of this role is to lead and drive the performance of the sales and operations teams to achieve revenue, productivity, and customer satisfaction goals. By ensuring optimal space allocation, maintaining strong customer relationships, and overseeing cross-departmental functions, the role aims to maximize business efficiency and profitability. Additionally, this position serves to align internal teams with company objectives, fostering collaboration and delivering exceptional service to customers.
Main tasks and responsibilities
- Sales Leadership:
- Coordinate and lead the Sales and Marketing team, providing guidance and direction.
- Conduct sales activities and customer visits to foster business growth and maintain relationships.
- Develop and manage monthly contracts with local and global liners for trade lanes, including China, Russia, India, and the Mediterranean.
- Manage the assigned customer portfolio and Mediterranean Agencies, aiming to achieve new customer acquisition targets.
- Plan and oversee tender business by negotiating contracts under the local and global liner frameworks.
- Identify and capitalize on market prospects, contributing to business expansion.
- Prepare and present quarterly reports to senior management, outlining sales performance and strategies.
- Provide pricing to direct customers and forwarding companies, including special equipment and agency department management.
- Act as a Customer Representative (Booking Desk) to manage operational procedures and ensure customer satisfaction.
- Coordinate agreements for airline and sea freight with various shipping lines, handling aspects such as demurrage, storage, and credits.
- Execute operational procedures for all dealings, ensuring efficiency and accuracy.
- Gather and provide information to customers regarding far east shipments.
- Monitor cargo tracking and provide timely updates to customers.
- Prepare overseas expenses and local costs for sales purposes.
- Provide sales support to the far east sales team for pricing and customer inquiries.
- Business Development:
- Conduct rate requests and offer competitive pricing solutions to customers.
- Ensure timely and effective service delivery, keeping customers informed of any deviations.
- Manage and enhance the existing customer portfolio while seeking new business opportunities.
- Maintain and increase existing business volumes while exploring avenues for growth.
- Establish partnership agreements with overseas agents to expand the company's network.
- Other Responsibilities:
- Follow up on all sales leads and inquiries, ensuring timely and effective communication.
- Perform other duties as assigned by the management team.
- Address and resolve financial and operational barriers effectively.
- Support the organization's marketing, sales, and commercial goals by contributing to planning and execution of key initiatives.
- Oversee and manage the customer service team to ensure smooth operations and alignment with commercial objectives.
- Secure and manage feeder space through strategic coordination with feeder operators to meet business requirements.
- Supervise the customer service team in managing cargo flow and controlling space allocation effectively.
- KPI
- Achievement of sales targets and business opportunities identified.
- Monthly volume (number of shipments, containers/TEUs).
- Service quality to customers, measured through customer feedback and satisfaction.
- Effective management of trade lane business development and customer relations.
- Fulfillment of compliance and regulatory requirements.
- Successful expansion into new market segments and revenue growth.
Background, experience & competencies
- 10 years Manager experience within Agency/ Liner/ Feeder Shipping environment.
- Knowledge of containers and its movement, trade lanes, port, harbor, pricing, customs and immigration activities and procedures, and necessary legal requirements
- Knowledge of Terminal operating systems, shipping operations, vessel services and port rotations.
