Commercial Manager

Storing vital products with care

Storing vital products with care

Position Summary

This position is responsible for developing and implementing the commercial strategy for Vopak IIA at the 3 existing sites. Maximizing revenues and service levels fall into the scope of work of the Commercial Manager; in doing so, he/she makes sure that all services are and remain profitable in the long term. The position is also responsible, in conjunction with the BD Manager, to develop existing sites by capitalizing on the organic growth of existing business portfolio as well as attracting new customers. In addition, a comprehensive account management plan for each of the existing customers is expected to be in place. The position involves gathering and analyzing market intelligence data, leading the customer survey cycle, leading the Customer Relationship Management system (MyCRM) and participating in different divisional and/or global initiatives as required.

As a member of the leadership team, the job holder is expected to be able to represent Management in all daily activities, as well as be able to properly communicate (internally and externally) all strategic elements authorized by Management to be cascaded down to the organization.

Essential Job Functions

General Duties

  • Abides by all safety procedures and practices applicable to location and position; participates in appropriate safety training; demonstrates commitment to and support of SH&E principles and values; champions safety as necessary

  • Oversees the meeting or exceeding of overall sales objectives 

  • Supervises assigned sales  staff; develops, trains, motivates, and evaluates customer service employees; manages sales and sales support functions; holds sales meetings

  • Develops and implements programs designed to identify growth opportunities and increase market share; understands and develops market share information, research on competitors, customers, and market potential

  • Manages contract analysis, analyzes revenues; determines fair market value of services offered

  • Manages customer relationships; assists staff or peers to improve overall relationship with customers; manages, updates and tracks customer projects

  • Participates on commercial management team; meets divisional goals & targets; forecasts, reports, budgets, and solves problems

  • Oversees collection of accounts receivable; reviews disputes; assists staff with resolutions; ensures credit is properly assigned to customer accounts

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

  • Ensures accomplishment of Company and customer quality programs

  • Writes contracts; periodically reviews contracts to ensure proper handling; reviews customer data for additional opportunities

  • Prepares reports; develops presentations and proposals

Key Accounts

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

  • Executes duties in accordance with the account plans ensuring revenue growth targets are met 

  • Leads high level contract negotiations to establish a global Master Terminal Agreement (including general terms and conditions) for the key accounts

  • Ensures that the key account value proposition is adequately implemented and delivered in line with the corporate key account management guidelines at all locations servicing the key account(s)

  • Leads high level strategic discussions with his/her key accounts to ensure closer cooperation and strategic alignment leading to preferred supplier status

  • Supports the local operating companies in day-to-day commercial discussions and negotiations with key accounts to ensure that the value of key account management is properly captured

  • Analyzes business intelligence information related to the key accounts he/she is responsible for and proactively identifies new business opportunities

  • Performs other duties assigned by management that fall within the generally expected scope of this position

Experience Requirement

  • Experience working with customers required; international business experience preferred; understanding of foreign relations

  • Minimum of 10 years commercial experience; general management capabilities; experience in operations, product management, and/or sales in the petroleum, petrochemical, chemical and related industries

  • Supervisory experience required for supervisory position

  • Good knowledge of current chemistry and engineering processes and regulations applicable to the petroleum, chemical, petrochemical and related industries; knowledgeable in current safety and environmental laws and regulations

  • Up-to-date knowledge of market conditions

  • Excellent knowledge of Company offerings, services and policies, rules, regulations and processes and procedures

  • Ability to prioritize and meet deadlines; ability to multi task; project management experience

  • Ability to influence and negotiate; aptitude for project management; possesses leadership skills

  • Good understanding of financial concepts such as return on investment, cost of goods/services sold, profitability, credit-worthiness, days-sales-outstanding (DSO), and related concepts

  • Good computer skills, including ability to easily use MS Office suite; various email, internet, intranet, and other programs

  • Excellent English communications skills, oral and written; ability to successfully handle social as well as business interactions with all levels of customers' personnel; diplomacy skills

Education Requirement

  • B.S. in technical, business, finance, or related field required

  • Advanced degree or studies in management or financial analysis; MBA preferred

Application process

Step 1
Step 2
1st interview
Step 3 (optional)
Online assessment
Step 4
2nd interview
Step 5

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Bernitha Anderson

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