Sales Director (shipping business)

ZW HR Consulting; Randstad; On-site; EUR 180,000 - 320,000; Full time

Job summary

ZW HR Consulting is seeking a Head of Shipping Business, Europe to lead market expansion, build a European sales organization and own regional revenue across shipping, offshore engineering and heavy‑lift sectors.

Based in Europe with Rotterdam focus, you will shape strategies, oversee key client relationships at C-level, coordinate cross‑functional resources and drive negotiations for major projects.

Qualifications

• Minimum 10 years of business development and sales experience in Europe shipping, offshore engineering or heavy-lift logistics.
• At least 5 years in mid- to senior-level team management, European-based preferred.
• Proven track record of European market development and high-quality industry network.

Responsibilities

• Oversee market positioning, business system building and market expansion across Europe.
• Formulate annual operation targets and regional market & business strategies for Europe; own regional revenue, profitability and collection.
• 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 growth opportunities.
• Lead 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.

Skills

Market expansion

Key client relationships

Strategic planning

Negotiation

Team management

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)