Regional Commercial Manager

COTAC ITS (ASIA) PTE. LTD.; Singapore; On-site; SGD 80,000 - 120,000; Full time

Job summary

A leading company in logistics is seeking a Sales Manager to lead and drive sales efforts within the tank container depot industry. In this role, you will develop sales strategies, manage key customer relationships, and ensure adherence to service levels and performance indicators. With a focus on business development, you will contribute to sourcing and securing new contracts, while mentoring a sales team to achieve ambitious targets. This position requires strong leadership, innovative thinking, and a proven track record in sales, making it ideal for a motivated professional keen to make a significant impact.

Qualifications

• 5+ years in sales/business development in a managerial role.
• Understanding of tank container depot industry is essential.
• Proven track record of securing major business accounts.

Responsibilities

• Develop sales plans and manage customer relationships.
• Lead contract negotiations and monitor compliance.
• Identify new business opportunities through market research.

Skills

Leadership

Negotiation

Analytical Skills

Sales Strategy Development

Customer Relationship Management

Education

Bachelor's degree in Business, Sales or Marketing

Job description

Duties and Responsibilities:

• Determine on regular basis the loading of the different services in the individual depots with the Senior Operations Managers (SMOs) and define load gaps
• Develop and execute a sales plan by depot for existing customers as well as new customers. This plan should consider depot loading and margin situation, customer/ market demands in the region as well as the USPs of the depots
• Support the SMOs with evaluating and developing the customer portfolio
• Regularly communicate with customers to understand their evolving needs and proactively offer value-added solutions
• Identify and pursue new business opportunities through market research and lead generation
• Build relationship with the key decision makers at our (potential) customers, serve as the main point of contact, ensuring satisfaction and addressing any concerns
• Develop tools to measure customer satisfaction and common sets of SLAs/ KPIs to prove cotac’s performance
• Lead price negotiations, understanding market pricing structure and defining pricing strategy
• React fast and effective to commercial inquiries of our customers (including Offer submissions and follow up) align with SMO’s and the Customer Service organization
• Develop sales reporting structure
• Define and achieve the sales budgets by location
• Support budgeting process based on sales budget, customer growth insights and need for new services
• Lead contract negotiations with customers, ensuring favorable terms and conditions for the company
• Review and analyze contract documents, identifying potential risks and proposing appropriate mitigation strategies
• Monitor contract compliance and address any issues or disputes that may arise
• Stay updated on industry developments, emerging technologies and regulatory changes that may impact the business
• Provide insights and recommendations based on market intelligence to inform business strategies
• Lead, mentor and manage a team of professionals
• Collaborate with internal teams to ensure successful delivery of products/ services to customers
• Additional duties may be assigned by the superior as and when necessary

Requirements:

• Bachelor's degree in Business, Sales or Marketing, preferably in Logistics
• At least 5 years of commercial experience within the tank container depot industry
• At least 5 years of sales/ business development related work experience in a managerial position
• Highly motivated and results-driven, skilled at gaining stakeholder buy-in and leading teams to success
• In-depth understanding of the tank container depot industry
• Innovative and proactive, with a proven ability to develop and implement effective sales processes
• Strong leadership and management skills with the ability to motivate and develop a commercial team
• Strong analytical skills, capable of identifying market trends and USPs for sites/ regions
• Excellent communication, negotiation and presentation skills
• Proven track records in sales and abilities to secure major business accounts
• Willing to travel frequently, with up to 50% of time spent on business trips