Manager, Commercial

Role Purpose

The Manager, Commercial is responsible for building strong relationships with local carriers, cargo owners, key Saint John stakeholders, and liaising with the local DPW operations and finance teams to ensure that all revenue opportunities identified for Saint John are properly captured and implemented.

About the Role

• Frequent and ongoing customer engagement to ensure strong relationship management, with a focus on face-to-face interactions.
• Document significant business development activity, sales opportunities, and customer service issues/resolution within CRM and/or other reporting systems.
• Ensure that all revenue opportunities as well as existing agreements with customers are correctly implemented to avoid revenue leakage and customer disputes.
• Research new business opportunities, assess their potential contribution to our business, and coordinate the necessary resources to implement the required service.
• Ensure signed contracts are in place on new business agreements and assist with customer contracts negotiation; review changes to contracts and coordinate implementation with Operations and Finance teams.
• Perform feasibility, costing, and profitability analysis for new and existing cargoes in order to respond to customer enquiries for rates and services.
• Direct Customer Service and Finance staff in the billing procedures pertaining to specific customer accounting requirements, and provide all rate correspondence for billing.
• Maintain liaison with Customer Service and Operations staff to address sensitive customer issues in a professional manner, promote a "yes" attitude, and assist in evaluating service requirements to be performed under the terms of all customer contracts.
• Research, identify, and assist with the development of value-added, port-centric, logistic services that support client supply chains, help secure new volume for DPW terminals, and generate revenue from non-traditional customers.
• Provide support in general administration duties for the Commercial Department as required.
• Perform other related duties as assigned.

About You

• A degree in business, commerce, or a related field with knowledge of economics and quantitative analysis.
• At least 5 years’ commercial/supply-chain sales experience, preferably within the container and breakbulk cargo industries, terminal operation, or logistics businesses.
• Comprehensive experience managing a high-value client portfolio.
• Experience dealing with container and breakbulk ocean carriers.
• Successful management of all key stakeholder relationships including shareholders and external government agencies.
• High level of analytical, conceptual, and problem-solving skills.
• Proven business acumen and experience with managing and understanding complex commercial contracts.
• Strong commitment to client service excellence with the ability to build solid relationships.
• Knowledge of statistics, analysis of macro-economic trends affecting the business, business metrics, and financial basics.
• Fluent in English.
• Previous Canadian work experience or experience working directly with Canadian industries.