Commercial leadership role responsible for strengthening NC Ports growth position across several key dimensions, (a) end customer development, (b) trade development and (c) carrier development. The Senior Director of Key Clients and Trade Development will develop and optimize NC Ports container business while building strong, profitable, value based relationships with long term customers. The role requires customer and stakeholder engagement from senior management levels to front lines, delivering results while representing NC Ports interests; it also requires ownership to drive NC Ports commercial initiatives for optimal market exposure, penetration and traction. Role requires both individual contribution and team leadership in growing business, organization and people simultaneously.
DESCRIPTION OF WORK:
Lead NC Ports developments with key customers and industry segments (across BCOs/Forwarders/ NVOs/3PLs/Shipping Associations, etc.)
Identify, secure and drive optimal growth opportunities with external and internal stakeholders for priority markets, regions and verticals
Establish and manage second-to-none relationships with end customers, industry vertical / segment leaders, supply chain influencers and carrier / forwarder commercial stakeholders to drive desired trade traction
Strengthen and integrate NC Ports container business approach to deliver value across end customers, service providers and carriers for best outcomes
Manage and develop customer value propositions and support marketing strategies
Develop and promote compelling, mutually beneficial integrated product offerings that are sustainable and consistent with business strategies
Critically evaluate business propositions and recommend short and long term strategies to achieve profitable growth
Highlight service deficiencies and/or impediments to business development to appropriate business owners
Recommend investments and service enhancements to business owners to enhance service capabilities to customers
Develop and maintain customer, segment and initiative based sales plans
Ensure excellent customer interactions, with emphasis on delivering a great customer experience and best in class service while maximizing revenues
Develop forecast models, manage performance and recommend steering actions
Perform trend analysis, including using trade data (e.g. JOC, Panjiva, Datamyne, etc.) and intel to develop segment strategies, strengthen competitive readiness and commercial Team focus
Regular reporting on sales activities / results plus strengthen sales review process
Participate in forecasting and budget process
Develop and optimize business tools, including further implementation of CRM
Communicate key developments with SMT
PREFERRED KNOWLEDGE, SKILLS, AND ABILITIES:
This role requires a proven high achiever with tenacity, integrity and a team player attitude. Will need to demonstrate success in the ability to effectively prioritize initiatives, goals and performance measurements consistent with organizations business plan
Strong understanding of transportation industry, in particular International Supply Chain logistics and end-to-end order cycles
Specific contact with segment leading BCOs, Forwarders/NVOs/3PLs and Carriers
In depth market knowledge, research and analysis is mandatory; skilled in negotiations of complex transportation agreements; effective supervision of sales and related staff
Big picture perspective with ability to synthesize information, plans and actions
Ability to Identify customer needs and translate into customer solutions
Energetic, forward thinking and creative with strong collaboration skills
Ability to be resourceful and flexible, while maintaining disciplines
Must have outstanding verbal and written communication skills with ability to prepare and deliver influential presentations to small and large audiences, as well as experience in making powerful business proposals effectively across all organizational levels
Ability to Train, coach, evaluate and mentor members of the team
Excellent conflict resolution, negotiation and problem solving skills
Focus on results and success, conveys a sense of urgency and drives issues to closure despite obstacles and opposition
Must be proficient in the use of business software, such as: word processing, spreadsheet and presentation applications
Bachelor’s Degree in Logistics, Marketing, Business Law or other business related fields (Masters’ degree preferred), plus ten years of demonstrated successful experiences in creating significant business growth through marketing and sales at the executive level for transport service providers or marine terminals
Must have a valid drivers license and meet TWIC security requirements.
Position will require frequent travel, including air, motor vehicle and train, both domestically and overseas. Normal office conditions in a climate controlled environment. Occasional exposure to hot and cold seasonal weather while outside. Light physical activity required to perform office functions. No heavy lifting required.
HOW TO APPLY:
Please apply by submitting a resume to firstname.lastname@example.org or via fax to (910) 343-6471.
Internal Number: NCP#65015283
About NC Ports
At North Carolina Ports, our employees are integral to our mission to help businesses succeed. It takes a team of unified people working together to make our facilities attractive to shippers, carriers and other businesses. Our customer-focused attitude is clearly evident through our people. We are committed to building a team of qualified industry professionals prepared to support and grow our existing customer base. We invite you to learn more about this position and other career opportunities with North Carolina’s Ports at www.ncports.com.
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