USA - Commerical Manager, Shipping Services

You Belong Here…Wherever in the World you find yourself.

We celebrate our wins as one team of many great people!

With a vision for a connected world, Inchcape relies upon the expertise, diversity, and global network of our over 3,000 professionals, spread across 60 plus countries and in over 240 offices to help our partners connect to a smoother, smarter ocean.

We empower our people, and our values are at the center of everything we do, and the successful candidate will be expected to demonstrate and fully adopt these:

Global Perspective – we connect the world and see the bigger picture.

The Power of People – we rely on the strength of local agent knowledge and relationships.

Progress – we adopt new thinking and push for positive change in our industry.

We know what matters. We never stand still. We always reach for more.

#InchcapeShippingServices

Business Need / Purpose of Role:

Working in a matrix structure and as a member of the North American Sales Team, the Commerical Sales Manager is responsible for supporting the Americas leadership in growing revenue and ensuring we are paid for the work we do on our customers behalf.

Build an understanding of our customers by:

• Leveraging industry insights to ensure focus on the customer and how we add value to their business.
• Ensuring every customer is visited at least every quarter.
• Ensuring customers are made aware of Inchcape’s Products and Services by introducing on (yearly) average more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce.
• Growing pipeline by at least 4 times targets through visiting customers and introducing Inchcape’s Products and Services.

Create meaningful connections with customers by:

• Ensure alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization.
• Achieving a win rate of at least 25%
• Ensure every customer is retained by selling on (yearly) average more than 1 product to owned customers.

Ensure Inchcape gets paid fairly and timely by:

• Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles.
• Leveraging Commercial Policies and Processes on pricing, bids and tenders, contract negotiations, etc., to guarantee compliant execution.
• Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers.
• Support the Inchcape Accounts Receivable to collect fees on time, or as escalated for overdue payments.

Knowledge, Skills, and Abilities:

• Must have an advanced communication (verbal, written and listening) skills in order to communicate at different levels throughout the organization and with exterior organizations, etc.
• Ability to develop strong business relationships within all levels of management; ability to understand, influence and persuade across all levels of the organization, exercising a high degree of confidentiality, professionalism, poise, tact, and diplomacy to accomplish objectives
• Ability to work independently with limited supervision, multitask and possess strong initiative, exercise independent judgment within established systems and procedures.
• Has flexible approach to manage own time and projects.
• Possess an excellent Customer relationship management, Negotiation, Presentation and Prioritization skills.
• Ability for Business expansion through commercial marketing / client network development.
• Customer Focus and develops strong relationship with the clients.
• Ability to think logically, establish and follow procedures, instructions and make sound decisions.
• Ability to effectively present information and respond to questions from internal and external customers.
• Ability to prioritize work and handle multiple competing priorities.
• Knowledge of Port Operations and Port Agency services.
• Possess organizational and time management skills with ability to prioritize, be detail oriented and results driven.
• Possess high energy level, comfortable performing multifaceted projects in conjunction with normal activities.
• Must possess an advanced proficiency with Microsoft Word, Excel, PowerPoint, SharePoint, and Outlook.

Education, Qualifications, Certifications, and Licenses

Education/Experience:

• Bachelor’s degree in Maritime Administration, Business Administration or recognized equivalent from an accredited university preferred; equivalent experience maybe substitutes for educational requirements.
• Minimum 5 years’ experience in a similar position/industry, preferably with experience in Port Agency (shipping services) with exposure to various commodities and vessel types utilized in the port of assignment.
• Experience working within complex international organizations.
• Significant operational / business experience in the shipping or service industry, with the ability to run a cost-efficient business operation across a large geographical area.
• External sales/business development experience required; minimum 3-5 years preferred
• In depth experience of Sales Business Planning short to long term, pipeline creation and execution, contract formation and negotiation as well as customer engagement and management.
• Understanding of multiple sector verticals (i.e. a combination of sales in dry bulk, tanker, linker, offshore, crew logistics and or/offshore).

Why Inchcape Shipping Services?

We believe in building a diverse and high performing workforce, that works together to provide our partners 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 the diversity of our people and know that their unique experiences, skills, and passions – strengthens the organization, stimulates creativity, and promotes the exchange of ideas – helping you to build a rich and rewarding career.

What you’ll get:

We understand that different families have different needs, which is why we’re always evolving our benefits to accommodate our employees.

Along with health and financial benefits, our employees enjoy a variety of other perks, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.  

In addition to our traditional benefits and perks, we sponsor various events throughout the year. And we provide a culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.  

We also encourage a better work-life balance with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, Inchcape has enabled our employees to find a balance that feels fulfilling and productive for each individual situation. 

• Generous time off and paid holidays
  • Three weeks’ vacation (immediately upon date of hire), 10 days Personal/Sick time, 12 paid holidays
  • Paid parental leave
• Employee Assistance Program (EAP)
• Performance and Recognition – You are rewarded for achieving success by merit increases and reaching milestones.
• Career growth and opportunities for promotions. We develop and hire from within!
• Compensation range is dependent upon experience. You will also be eligible for bonuses and other benefits.
• Plus, much more!

We have you covered for anything life could throw your way.

Deciding where you want to work is an important decision. Choosing a company that support your professional and personal goals is essential. Inchcape provides the resources, culture, and leadership you need to be successful, to build something you’re proud of, and take advantage of all the future holds.

Follow us on LinkedIn, Facebook, Instagram, and X to meet our employees and see what makes us who we are.

Who you are is who we are.

Inchcape is committed to the full inclusion of all qualified individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, genetic information, 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.  As part of this commitment, Inchcape will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed, please email HRNAMrecruiting@iss-shipping.com describing the accommodation.

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