About the job

The Commercial Manager is responsible for driving revenue growth and profitability for Vopak's West Coast terminals by managing an existing portfolio of customers along with prospecting and developing new customer relationships for Vopak's bulk liquids storage services.  The Commercial Manager is also responsible for managing important relationships with external stakeholders such as port authorities, regulatory and environmental agencies and championing community outreach.

Essential Job Responsibilities

• Develops commercial strategy and identifies growth opportunities to capture full market potential

• Develops market intelligence and understands market dynamics including supply & demand balances, market pricing, product & trade flows, customers and competitors

• Develops account plans for each key account, including revenue, share of wallet and business development targets 

• Coordinates regional efforts toward supporting the global commercial approach for key and selected strategic accounts 

• Executes all aspects of the sales cycle from inquiry to offer to negotiations to deal capture; leads sales support team

• Manages customer relationships; collaborates across projects, operations and customer service peers to ensure strong relationships with customers; provides customer focused solutions

• Manages and tracks execution of customer specific projects 

• Develops commercial forecasts, reports and provides input into budgets 

• Monitors collection of accounts receivable, reviews disputes, assists with resolutions, ensures credit review of customer accounts

• Reviews existing and renewal contracts to ensure proper handling; vets new customers according to Vopak standards

• Champions customer service improvement programs; collaborates with Customer Service and Operations Management as appropriate

• Member of USWC operating company management team; focused on achieving commercial goals & targets and managing customer and external stakeholder relationships

• Member of Americas Division Commercial & Business Development community

• Represents Vopak for community relations activities and external stakeholder engagement.

You will also have:

•  An undergraduate degree in Business, Economics, Engineering, or equivalent

• Minimum of 5-7 years commercial and business development experience in the midstream, downstream, petroleum, petrochemical sectors or associated industries

• Customer account development and sales skills with proven track record of conducting successful negotiations and closing deals

• Project management knowledge and skills preferred; proven track record of project development and execution from start to finish of the commercial stages;

• Knowledge of company offerings, contracts, investment guidelines, services and company policies, rules, regulations and procedures

• Thorough understanding of financial concepts, models and investment decision making process

• Excellent communication and presentation skills

• Ability to influence and negotiate; prioritize, meet deadlines; multi task; highly motivated; self starter

• Strong leadership, project management and business development skills

Competencies

All Company Core Competencies as well as the following job specific competencies:

• Leadership

• Business context awareness

• Networking

• Persistence and resilience

• Persuasiveness and negotiation

• Results oriented

• Customer oriented

• Quality orientated

• Problem analysis and judgement

• Strong influencing skills