Commercial Associate (Ship Management) (S13897)
Salary undisclosed
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- Enhance Customer Experience by assisting service recovery, addressing customer pain points, supporting churn reduction management processes and improving attrition rate across the regional customer base.
- Support all Account Management actions for the relevant region - including leading quarterly KAM Review meetings, Quarterly Customer Reporting, maintaining Account Development Plans and portfolio reviews for each office.
- Lead proposal writing and development for all opportunities across the office portfolio. Developing OPEX budgets, tender responses and tailored ship management propositions.
- Support the development of new business through direct customer engagements where required.
- Track Sales Performance and drive Win Rate improvements for all opportunities with new and existing customers by providing support with vessel forecasting, sales budgeting, post-mortem analysis, WIN Meetings, sales performance follow-up and pipeline management for relevant opportunities.
- Conduct on-going customer risk management analysis and develop detailed customer insights records; tracking the performance of listed companies, customer fleet size, order book, revenue per customer and office/segment EBITDA contribution.
- Co-ordinating and developing customer-facing commercial material in alignment with Account Managers, General Managers, Managing Directors, Group Commercial and Marketing teams; including bid proposals, sales material, management of change documents, crisis management collateral and all other meeting documentation as required.
- Co-ordinate the implementation of new products and services across Group Services – both internally and externally – to maximise customer satisfaction, service alignment and vessel yield.
- Support reporting of the vessel pipeline performance to stakeholders..
- Support the group-wide implementation of the commercial operating model.
- Manage and maintain Account Development Plan documentation for assigned customer portfolio; ensuring all actions are delivered within the agreed timescales.
- Support on the Sales Coaching and Commercial Development of resources within regional Ship Management offices.
- Provide both internal and external stakeholder reporting within tight deadlines.
- Degree or Diploma in Maritime Studies will be advantageous.
- 2 to 3 years of experience in commercial desk for a shipping company.
- Strong analytical skills
- Excellent teamwork, communications skills and an ability to interact with clients and colleagues comfortably, leading by example
- Commercial awareness
- High standard of customer service
- Good IT skills (MS office applications) including presenting materials and reports
- Well organised and systematic working style; attention to detail
- Fluent in English and business English writing skills
- Demonstrable mentoring and coaching skills
- Line management experience
- Intercultural awareness and skills
- Enhance Customer Experience by assisting service recovery, addressing customer pain points, supporting churn reduction management processes and improving attrition rate across the regional customer base.
- Support all Account Management actions for the relevant region - including leading quarterly KAM Review meetings, Quarterly Customer Reporting, maintaining Account Development Plans and portfolio reviews for each office.
- Lead proposal writing and development for all opportunities across the office portfolio. Developing OPEX budgets, tender responses and tailored ship management propositions.
- Support the development of new business through direct customer engagements where required.
- Track Sales Performance and drive Win Rate improvements for all opportunities with new and existing customers by providing support with vessel forecasting, sales budgeting, post-mortem analysis, WIN Meetings, sales performance follow-up and pipeline management for relevant opportunities.
- Conduct on-going customer risk management analysis and develop detailed customer insights records; tracking the performance of listed companies, customer fleet size, order book, revenue per customer and office/segment EBITDA contribution.
- Co-ordinating and developing customer-facing commercial material in alignment with Account Managers, General Managers, Managing Directors, Group Commercial and Marketing teams; including bid proposals, sales material, management of change documents, crisis management collateral and all other meeting documentation as required.
- Co-ordinate the implementation of new products and services across Group Services – both internally and externally – to maximise customer satisfaction, service alignment and vessel yield.
- Support reporting of the vessel pipeline performance to stakeholders..
- Support the group-wide implementation of the commercial operating model.
- Manage and maintain Account Development Plan documentation for assigned customer portfolio; ensuring all actions are delivered within the agreed timescales.
- Support on the Sales Coaching and Commercial Development of resources within regional Ship Management offices.
- Provide both internal and external stakeholder reporting within tight deadlines.
- Degree or Diploma in Maritime Studies will be advantageous.
- 2 to 3 years of experience in commercial desk for a shipping company.
- Strong analytical skills
- Excellent teamwork, communications skills and an ability to interact with clients and colleagues comfortably, leading by example
- Commercial awareness
- High standard of customer service
- Good IT skills (MS office applications) including presenting materials and reports
- Well organised and systematic working style; attention to detail
- Fluent in English and business English writing skills
- Demonstrable mentoring and coaching skills
- Line management experience
- Intercultural awareness and skills