Head of Commercial

PSA Halifax; Halifax; On-site; CAD 175,000 - 200,000; Full time

Job summary

PSA Halifax is seeking a Head of Commercial to drive business development and commercial engagements. The successful candidate will lead efforts in acquiring new customers and managing relationships while achieving financial growth. This role requires strategic thinking, strong negotiation skills, and a collaborative mindset, along with a bachelor's degree and significant experience in the industry.

Benefits

Medical and dental benefits for employee and family

Sick leave and personal leave in accordance with the Canada Labour Code

Qualifications

• 5 years prior experience in Commercial and Business development in the Ports and Shipping industry.
• Results oriented with problem solving skills.
• Exceptional written and verbal communication skills in English.

Responsibilities

• Identify, pursue and execute commercial opportunities for PSA Halifax.
• Negotiate and close new business deals with shipping lines and logistics providers.
• Provide leadership and direction to the Commercial Team.

Skills

Excel

Financial analysis

Negotiation

Communication

Time management

Organizational skills

Education

Bachelor's degree in business, finance, economics, sales and marketing or equivalent

Tools

PowerPoint

Job description

PSA Halifax is recruiting for a Head of Commercial

PSA Halifax Limited Partnership (PSA Halifax) is a container terminal operator owned and operated by PSA International. With natural deep water, capability to handle any sized vessel, year-round ice-free access, and a management team with diverse international experience, PSA Halifax is the container terminal of choice on Canada s East Coast. This position offers an exciting opportunity to be part of a highly successful and leading container terminal operation in the East Coast of Canada.

DESCRIPTION OF THE ROLE

The primary responsibility of the Head of Commercial is to identify, pursue and execute commercial and business development opportunities for PSA Halifax. The position will achieve financial growth by identifying, acquiring, building and retaining customer relationships with existing or new shipping lines and BCO s, supported by intermodal & logistics service providers. The position will negotiate and close new business deals and identify new potential customers while working customer / client strategies in the acquisition of new business.

PRINCIPAL ACCOUNTABILITIES

Commercial Engagements and Contract Negotiation

Identify, target, negotiate and close contract deals with existing and new customers, which include shipping lines, BCO s and intermodal & logistics service providers

Maximize value and volume opportunities for PSA Halifax

Identify additional revenue streams from existing and new customers, including digital offerings and cross-selling opportunities with related PSA Group entities

Manage relationships between customers and PSA Halifax Commercial Business Case and Strategic Design for Commercial Opportunities :

Destination trains to US Midwest

Coastal and feedering / barging

Inland products to Canadian destinations

Customer or BCO centric solutions Commercial Management and Research

Weekly progress reports data collection, sales contracts, volume-dollar revenue, customer relationship satisfaction, account activity

Forecasts sales targets and volumes

Adoption and use of salesforce and / or other CRM tools N2N Initiatives Hinterland BCO s and Inland Container Depot

Nurture and develop pilot programs incl. operational execution and IT co-ordination

Expand the pilot program to other shippers

Develop inland terminal investment case

Investigate and develop other inland container depot opportunities in the region with CN Rail and / or other local players, in particular Moncton

Implement group N2N products where appropriate

Co-ordinate with regional and group commercial department for events and product development

Co-ordinate with PSA BDP for events and product development

Engage end customers (BCOs) in the hinterland (NB, PEI, NL) to create value add and stickiness Pursue business development opportunities within the region including :

Collaboration and joint investment with CN Rail

Collaboration and joint investment with logistics companies (e.g., Maritime Ontario, Armour Transportation)

Innovation and technology investments related to the industry (e.g., via The Pier and PSA Unboxed)

Portnet and other port community systems Strategic Planning

Work with Deputy Managing Director / Managing Director and Senior Management Team in creating and executing organizational strategy

Utilize knowledge of market conditions and business experience to strategize new methods of acquiring new business.

Develop and set annual budget targets and ownership of topline (revenue) budgeting Team Lead / Management

Provide leadership, oversight and direction to the Commercial Team members fostering a spirit of teamwork and unity

Provide effective evaluations of employees performance through feedback, performance reviews, employee recognition fostering an environment to position them for future growth and development in the Company

Coordination with finance and operations departments for related customer needs Corporate Communications

Prepare press releases

Manage external corporate communications channels (News and Media network, social media etc) MINIMUM QUALIFICATIONS

A bachelor s degree in business finance, economics, sales and marketing or equivalent

5 years prior experience in Commercial and Business development in the Ports and Shipping industry

Results oriented individual with demonstrated problem solving skills

Must have excellent Excel and financial analysis skills

Must be able to create presentations and marketing pitch materials using PowerPoint or equivalent.

Exceptional written and verbal communication skills in English.

Must be a strategic thinker and have strong negotiation skills

Possess a collaborative mindset and work well as part of ateam

Superior time management abilities and capable of meeting deadlines

Excellent organizational skills and ability to multitask

Ability to build strong relationships with clients and industry contacts COMPENSATION :

Wage Range : 175,000 to 200,000 annually

Annual review for the purposes of incremental raises

Benefits :

Medical and dental benefits for employee and family

Sick leave and personal leave in accordance with the Canada Labour Code