Head of Onboard & Port sales

Scandlines Deutschland GmbH; Rødby; Remote; DKK 1,100,000 - 1,500,000; Full time

Job summary

Scandlines is seeking a commercially driven Head of Onboard & Port sales to lead the development and execution of an integrated commercial strategy that maximizes customer spend, enhances passenger experiences, and unlocks the full commercial potential of our ports and ferries. This on-site role requires presence in Rødby three days per week.

The position delivers end-to-end revenue generation across all passenger touchpoints, driving Spend Per Passenger (SPP) and SPPM as core metrics.

Qualifications

• Significant leadership experience in hospitality, catering, retail, travel, or related customer-facing industries.
• Proven track record of driving revenue growth and commercial transformation.
• Experience translating insights into commercial results.
• Ability to inspire stakeholders and drive cross-functional alignment.
• Strong analytical capabilities and data-driven decision making.

Responsibilities

• Lead the commercial strategy across onboard and port channels.
• Grow revenue from catering, food & beverage, retail and services.
• Turn passenger flow and dwell time into measurable revenue.
• Build and lead a 500+ team and collaborate with procurement and operations.
• Develop KPI ownership and training to drive customer focus and accountability.

Skills

Leadership

Revenue growth

Analytics

Hospitality industry

Retail

Job description

The Head of Onboard & Port sales plays a critical role in Scandlines’ commercial turnaround. In a market where customers increasingly have alternatives such as airlines, bridges and competing ferry operators, later directly with a tunnel, success is no longer driven by transportation alone. The onboard and port experience has become a key differentiator and an important driver of both customer satisfaction and commercial performance.

Do you want to lead and transform Scandlines’ commercial activities across ports and onboard environments while creating measurable growth and exceptional customer experiences?

Scandlines is seeking a commercially driven Head of Onboard & Port sales to lead the development and execution of an integrated commercial strategy that maximizes customer spend, enhances passenger experiences, and unlocks the full commercial potential of our ports and ferries.

As Head of Onboard & Port sales, you will own and drive end-to-end revenue generation across all physical passenger touchpoints. Your mission is to convert passenger time, flow, dwell time, and customer behaviour into measurable commercial performance and sustainable revenue growth.

You will translate customer insights, passenger flow, operational opportunities, and frontline interactions into commercial initiatives that create value for both customers and Scandlines.

A key focus of the role is to maximize Spend Per Passenger (SPP) and Spend Per Passenger per Minute (SPPM). You will use SPPM as a core commercial metric to identify high-value opportunities across the customer journey and ensure that every minute of passenger presence creates value.

You will work closely with senior management and key stakeholders across the organization and play a pivotal role in shaping the future commercial development of Scandlines.

The position requires on-site presence in Rødby three days per week.

Key Responsibilities:

Commercial Growth:

• Grow catering revenue through distinctive food concepts, premium choices and convenient grab-and-go offers tailored to customer needs.
• Increase spend per passenger, margins and attach rates through relevant bundles, active upselling and consistent sales execution.

Port Revenue:

• Turn waiting areas, queues and passenger flow into revenue through accessible food, beverage, retail and convenience offers at key pre-boarding touchpoints.

Performance & Analytics:

• Own key commercial metrics and use customer insights, analytics and business data to optimize space, product mix, pricing and new opportunities.

Leadership & Commercial Enablement:

• Lead the commercial agenda across 500+ onboard employees to drive revenue, service excellence and execution.
• Directly lead the F&B Manager and collaborate closely with procurement and operational leaders to optimize range, pricing, sourcing and profitability.
• Build commercial capabilities through training, performance management, incentives and clear KPI ownership, creating a strong culture of customer focus, accountability and continuous improvement.
• Drive frontline results and effective cross-functional collaboration across port and onboard operations.

Customer Experience:

• Drive conversion with a seamless purchase journey and targeted, measurable offers.

You have significant commercial leadership experience within hospitality, catering, retail, travel, transportation, or a related customer-facing industry. You have a proven track record of driving revenue growth, commercial transformation, and business development.

You combine strong analytical capabilities and are experienced in translating insights into commercial results. Experience with performance-driven commercial environments, customer journey optimization, sales excellence initiatives, and data-driven decision-making will be considered a strong advantage.

You combine a customer-centric mindset with the ability to inspire and engage stakeholders at all levels of the organization and create alignment across functions. You thrive in a dynamic environment and are comfortable balancing strategic development with operational execution.

31-10-2026

What we offer

We offer an exciting and challenging leadership position with significant influence on the future commercial development of Scandlines.

You will have the opportunity to shape customer experiences across both port and onboard environments while working closely with senior leadership and key stakeholders.

We offer a competitive salary package based on qualifications, along with attractive employee benefits.