Commercial/Market Analyst - Dry Bulk

AIRecruitment; København; Hybrid; DKK 448,000 - 822,000; Full time

Job summary

AIRecruitment is seeking a commercially driven Business Development Manager for our dry bulk shipping platform. This hands-on role focuses on origination, acquiring new clients, and converting opportunities into fixtures.

You will manage key accounts, build relationships with decision-makers, and work with the Chartering team to assess feasibility, pricing and vessel availability. A proven network and results-oriented mindset are essential.

Qualifications

• Proven experience in dry bulk shipping, cargo origination, chartering or commodity trading.
• An established network of direct relationships with cargo owners, producers, trading houses or industrial shippers.
• Demonstrated ability to originate and convert cargo opportunities into concluded shipping business.
• Strong understanding of dry bulk commodities, trade routes, freight markets and commercial shipping economics.
• Ability to work effectively with chartering teams and understand the commercial implications of freight pricing and vessel availability.
• Strong negotiation, relationship management and business development skills.
• Commercially proactive, independent and results-oriented.

Responsibilities

• Identify and secure new dry bulk cargo opportunities across relevant commodities and trade routes.
• Proactively approach cargo owners, producers, exporters, importers and commodity trading houses.
• Generate qualified cargo enquiries and develop opportunities for spot fixtures, repeat shipments and COAs.
• Build a sustainable pipeline of new commercial business.
• Develop and manage a portfolio of personally originated and assigned client accounts.
• Build direct relationships with commercial decision-makers, freight managers and logistics teams.
• Understand clients' cargo flows, shipping requirements, annual volumes and tender schedules.
• Retain and grow existing accounts, increasing repeat business and long-term commercial value.
• Work closely with the Chartering team to evaluate cargo opportunities, pricing, vessel availability and commercial feasibility.
• Support negotiations with customers and help convert enquiries into concluded fixtures.
• Ensure that all commercial commitments follow pricing, credit and risk procedures.
• Maintain involvement in client relationships after fixture conclusion to support repeat business.
• Identify new commodities, cargo flows, customers and geographical markets relevant to fleet and trading strategy.
• Monitor market developments and competitor activity to identify actionable opportunities.
• Build relationships that provide direct access to cargo.
• Maintain an accurate CRM record of clients, contacts, opportunities and commercial activity.
• Report regularly on qualified cargo opportunities, active negotiations, fixtures concluded and business generated.
• Provide forecasts of potential cargo volumes and expected commercial contribution.
• Take ownership of agreed business development targets.

Skills

Dry bulk shipping

Cargo origination

Chartering

Commodity trading

Negotiation

Relationship management

Business development

Job description

Reporting to: Head of Chartering

Location: To be agreed

Industry: Maritime Operations / Vessel Management Systems / Bunker Trading

Location: Athens, Greece or relocation to Athens, Greece.

About the company:

The company is a fully integrated shipping and trading group with a global footprint, operating from offices in Greece and Cyprus. It is an international player in the maritime and dry bulk industry, running its own fleet alongside a broad network of shipping and trading relationships across multiple regions. Built on decades-long shipping expertise, the business works with shipowners, charterers and maritime service providers worldwide. It owns and commercially manages a diversified dry bulk fleet from Handysize to Capesize, provides time charter, voyage and operational solutions across the world's major dry bulk trades, moves in excess of 19 million metric tons of cargo annually, operates 80+ vessels globally and concludes more than 300 cargo fixtures a year.

The Role:

We are looking for a commercially driven Business Development Manager to bring new cargo business to our dry bulk shipping platform.

The successful candidate will have an established network of cargo owners, commodity producers, trading houses and charterers, and will be able to convert these relationships into profitable shipping opportunities.

This is a hands-on commercial role focused on cargo origination, new client acquisition, key account development and measurable business generation.

This is a revenue-generating commercial position, not a purely relationship-management or strategic advisory role.

Key Responsibilities:

1. New Business Generation

• Identify and secure new dry bulk cargo opportunities across relevant commodities and trade routes.
• Proactively approach cargo owners, producers, exporters, importers and commodity trading houses.
• Generate qualified cargo enquiries and develop opportunities for spot fixtures, repeat shipments and Contracts of Affreightment (COAs).
• Build a sustainable pipeline of new commercial business.

2. Key Account Management

• Develop and manage a portfolio of personally originated and assigned client accounts.
• Build direct relationships with commercial decision-makers, freight managers and logistics teams.
• Understand clients' cargo flows, shipping requirements, annual volumes and tender schedules.
• Retain and grow existing accounts, increasing repeat business and long-term commercial value.

3. Commercial Execution

• Work closely with the Chartering team to evaluate cargo opportunities, pricing, vessel availability and commercial feasibility.
• Support negotiations with customers and help convert enquiries into concluded fixtures.
• Ensure that all commercial commitments follow the company's pricing, credit and risk approval procedures.
• Maintain involvement in client relationships after fixture conclusion to support repeat business and resolve commercial issues.

4. Market Development

• Identify new commodities, cargo flows, customers and geographical markets relevant to the company's fleet and trading strategy.
• Monitor market developments and competitor activity to identify actionable commercial opportunities.
• Build relationships that provide the company with direct access to cargo, rather than relying exclusively on intermediaries.

5. Commercial Reporting

• Maintain an accurate CRM record of clients, contacts, opportunities and commercial activity.
• Report regularly on qualified cargo opportunities, active negotiations, fixtures concluded and business generated.
• Provide forecasts of potential cargo volumes and expected commercial contribution.
• Take ownership of agreed business development targets.

Candidate Requirements:

• Proven experience in dry bulk shipping, cargo origination, chartering or commodity trading.
• An established network of direct relationships with cargo owners, producers, trading houses or industrial shippers.
• Demonstrated ability to originate and convert cargo opportunities into concluded shipping business.
• Strong understanding of dry bulk commodities, trade routes, freight markets and commercial shipping economics.
• Ability to work effectively with chartering teams and understand the commercial implications of freight pricing and vessel availability.
• Strong negotiation, relationship management and business development skills.
• Commercially proactive, independent and results-oriented.

What Success Looks Like:

• Open new commercially relevant customer accounts.
• Generate a consistent pipeline of qualified cargo opportunities.
• Convert opportunities into concluded, profitable shipping business.
• Develop repeat cargo flows and long-term customer relationships.
• Deliver measurable commercial contribution through personally originated business.