Head of shipping business

ZW HR Consulting; Randstad; On-site; EUR 150,000 - 230,000; Full time

Benefits offered by this job

Market-competitive package

Job summary

ZW HR Consulting seeks a Head of Shipping Business, Europe (Market & Commercial) to lead market expansion, form alliances and drive revenue across Europe. Based in Europe with Rotterdam focus, the role requires deep shipping industry expertise and a proven track record in high‑value deals.

The candidate will build European sales teams, manage key client relationships, and shape regional commercial strategies while overseeing profitability and risk.

Qualifications

• Minimum 10 years of business development & sales experience in shipping, offshore engineering or heavy‑lift logistics in Europe.
• Minimum 5 years of mid‑ to senior team management experience. European‑based preferred.
• Proven track record in European market business development and high‑quality industry network.
• Hands‑on experience with heavy‑lift vessel, semi‑submersible transport and break‑bulk / project‑cargo operations.
• Deep understanding of international commercial practices and complex large‑project negotiation.

Responsibilities

• Oversee market positioning, business system building and expansion across Europe; own regional revenue, profitability and collection performance.
• Conduct market research and brand operations within European shipping, offshore engineering and heavy‑lift sectors.
• Lead the setup of European sales team, including performance management and talent development.
• Monitor shipping cycles, industry policies and market dynamics to optimize freight rate strategies.
• Drive business development, commercial negotiation and risk management for strategic key clients and large‑scale projects.
• Align cross‑functional resources to ensure successful execution and commercial closure of major initiatives.

Skills

Market expansion

Key client relationships

Team leadership

Strategic planning

Negotiation

Job description

Official Title: Head of Shipping Business, Europe (Market & Commercial)

Department: Shipping Department

Location: Europe (Primarily Rotterdam and key European port cities; exact base location to be confirmed)

Reporting to: Head of Shipping Department (PRC‑based; potential intermediate General Manager level)

Team Responsibility: Oversee the establishment and management of European market sales team

Key Responsibilities

Oversee market positioning, business system building and market expansion across Europe. Formulate annual operation targets and regional market & business strategies for Europe; take full ownership of regional revenue, profitability and collection performance.

Conduct market research and brand commercial operations within European shipping, offshore engineering and heavy‑lift transportation sectors. Maintain C‑level key‑client relationships, develop overseas client bases and partnership channels, and identify new business growth opportunities.

Lead the setup of European sales team, including performance management and talent pipeline development. Optimize business workflows, quotation & pricing mechanisms, partnership evaluation standards and overall commercial management policies.

Monitor and analyze shipping cycles, industry policies, competitive landscape and market dynamics. Generate actionable market insights, optimize freight rate strategies and commercial business models to improve market share and profit margin.

Drive business development, commercial negotiation and risk management for strategic key clients and large‑scale engineering projects. Align cross‑functional internal resources to secure successful execution and commercial closure of major initiatives.

Requirements

Minimum 10 years of business development & sales experience in shipping, offshore engineering or heavy‑lift logistics industry in Europe; minimum 5 years of mid‑to‑senior team management experience. European‑based professional preferred.

Proven track‑record of European market business development; well‑established high‑quality industry network including cargo owners, heavy‑industry end‑clients, overseas EPC contractors and channel partners.

Solid hands‑on experience with heavy‑lift vessel, semi‑submersible transport and break‑bulk / project‑cargo operations. Deep understanding of international commercial practices, with demonstrated competence in commercial assessment, deal structuring and complex large‑project negotiation.

Market‑oriented business acumen, result‑driven mindset. Capable of end‑to‑end commercial‑system building and team management, able to sustain high‑intensity working pressure typical within the shipping industry.

Additional Information

Employment Model: EOR (Employer of Record)

Grade: DGM

Compensation: Market‑competitive package (to be further confirmed)