Who we are?

At Inchcape, our vision is to have a connected world, in which our customers trade successfully and make better decisions in every port, everywhere. We use technology and our global network to help our partners connect to a smoother, smarter ocean. Inchcape combines its worldwide infrastructure with local expertise through our global network of over 240 proprietary offices, across 60 countries and a team of more than 2,500 committed professionals. Our diverse global customer base includes owners and charterers in the oil, cruise, container, and bulk commodity sectors as well as naval, government and intergovernmental organizations.

We have an ambitious growth model and a career here is certainly going to be a rewarding one that will allow you to bring your skills & experience. We embrace change and are open to new thinking and pushing for positive change in our industry.

Role to be located in the Mid-Atlantic Region (New York, New Jersey, Rhode Island, or Philadelphia)

Business Need / Purpose of Role

The Commercial Manager reporting to the VP-Commercial, working in a matrixed structure is responsible for generating new revenue and revenue growth through direct interaction and account management for the Americas region. They are the Subject Matter Expert for the Americas region internally, and externally will strongly position Inchcape as the partner of choice in this sector/region. The ideal person shall be a generalist, with a depth of knowledge on the geography and externally, who could strongly position Inchcape as the partner of choice both in the territory and globally.

Objectives & Measurement – Key Responsibilities

Business Planning

• Create and deliver against a business plan for the assigned territory with a strong focus on growing existing business and development of new business opportunities.
• Responsible for thorough and structured pipeline formation supporting the business plan covering lead generation, qualification and proposal stages to obtain commitment and then sale.
• Actively participate in the delivery of the geography business plans, as required.

Reporting

• Conduct quarterly business review with VP Commercial – Americas.
• Report regularly as required by the business.

Americas Region Expertise

• Build and promote self as the subject matter expert (SME) for the dry bulk sector in the Americas region internally.
• Establish self and Inchcape as the recognized partner in the tanker sector by growing knowledge base, networking with credible sources and partners, researching trends and actively participating at local industry events.
•  Share specialist knowledge and experiences of the sector/region within the Commercial Team and wider business to enhance Inchcape’s value proposition.

Account Management

• Act as single point of contact for owned accounts within the appointed territory.
• Responsible for regular and structure account calls/meetings with a documented meeting purpose, plan and desired pay-off.
• Ensure Account Receivables less than 90 days for all accounts within the assigned territory.

Sales Execution

• Secure customer commitment and agreement.
• Pricing and rates qualification and agreement with CCO approval.
• Contract formation with expertise from contracts team and guidance from CCO.
• Review and follow up after sale is closed.
• Lead growth of Inchcape Products and Solutions within the assigned territory.

Collaboration

• Maintain regular and comprehensive two-way communications across Commercial, Operations and other Inchcape business groups, ensuring clear messaging and facilitation across communication channels.
• Partner with Commercial colleagues to enhance and strengthen a sales opportunity adjusting level of input/involvement based on leading salesperson.

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.
• 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.
• Ability to travel internationally.

Education, Qualifications, Certifications, and Licenses:

Education/Experience:

• Bachelor’s Degree in Business Administration, Marketing or a related major in a public or accredited private academic institution desired. MBA or Master's degree or equivalent work experience preferred.
• 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.
• Working in complex international organizations.
• Team management and development.
• Extensive knowledge in the tanker market preferred
• Understanding of multiple sector verticals (i.e. a combination of sales in dry bulk, tanker, linker, offshore, crew logistics and or/offshore).
• Knowledge of Port Agency, Marine Services global, Commercial activities and tanker customer requirements.
• Project Management qualification – preferred.
• Vessel chartering - preferred.
• Desired skills: Customer relationship management, negotiation, presentation, analytical, prioritization, and delegation.

Why Inchcape Shipping Services?

We believe in building a diverse and high performing workforce, that works together to provide our customers 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 our staff and know that your unique experiences, skills and passions will help you to build a rich and rewarding career in our dynamic industry.

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.

In return, we will offer you:

• Healthcare
• Life & Disability Insurance
• Competitive salary
• Employee Assistance Program
• Career development and progression opportunities
• Values Award celebration events
• Paid-Time off

Plus, much more!

If you think that you have the right skills, knowledge, and attitude to join our team, then we invite you to apply by simply clicking at the top of this advert!

#ISSthebiggerpicture

Inchcape is an Equal Employment Opportunity Employer. All employment decisions Inchcape makes are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national origin, age, sex, sexual orientation, gender, veteran or disability status, 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.