Commercial Manager

SSA Marine; Savannah (GA); On-site; USD 105,000 - 140,000; Full time

Job summary

SSA Marine in Savannah, GA seeks a Commercial Manager responsible for business development, rate reviews, and managing contracts for services to customers in the region. You will quote rate for spot shipments, build relationships with customers, and work with SSA billing to finalize quotes.

You will lead customer relationships, monitor accounts, coordinate with the regional VP and Commercial team, develop rate structures with operations, and negotiate contracts.

Qualifications

• High School Diploma required; Bachelor's degree from an accredited university or college preferred.
• 5 years' experience in transportation and maritime industry with focus on vessel stevedoring and marine terminal operations.
• Proficiency in MS Office applications, especially Excel and Word.
• CRM platforms experience preferred.
• Valid driver’s license; ability to obtain TWIC card and passport.
• Strong written and oral communication skills.
• Comfortable with sales and making business proposals.
• Experience speaking to an audience and presenting business proposals.

Responsibilities

• Manage customer relationships and set expectations for a professional relationship.
• Monitor assigned customer accounts and forecast pipeline.
• Track accounts by regional coverage and terminal capabilities.
• Coordinate with the Regional VP and Commercial team on account developments.
• Input customer updates into the CRM system and update on new volumes.
• Provide quotes for rates and coordinate with SSA billing on final quotes.
• Monitor market activity and provide feedback to leadership.
• Develop prospective customer lists and pursue them with the Commercial team.
• Identify decision makers and influencers in potential accounts.
• Develop and execute a prospect outreach plan with RVPs.
• Respond to RFPs and negotiate contracts based on market conditions.
• Collaborate with operations to develop rate structures matching plans.
• Coordinate with credit on terms; assist with invoices and AR.

Skills

5 years experience

MS Office

CRM platforms

Driver's license

TWIC and passport

communication skills

sales aptitude

audience presenting

Education

High School Diploma

Bachelor’s degree preferred

Tools

MS Excel

MS Word

Job description

The Commercial Manager is responsible for business development, which includes reviewing and implementing rates and the contractual agreements associated with services provided to various customers in their assigned region. The individual in this position participates in business development, the quoting of rates of spot shipments as requested by vessel operators and cargo owners or their representatives. In addition, this position manages ongoing contracts with regular customers, and develops relationships with new customers.

Essential Responsibilities

• Manage customer relationships and their expectations to ensure a professional and successful relationship.
• Monitor assigned customer accounts and track to annual forecast; stay updated on customer(s) account pipeline and upcoming volumes
• Track customer accounts against regional geographic coverage and terminal capabilities
• Coordinate with regional vice president (RVP) and commercial team on customer account developments
• Input any customer account updates into the Customer Relationship Management (CRM) system
• Compile information and data related to customer and prospective interactions. Coordinate on any new customer volumes and add to CRM
• Oversee all quoting of rates on potential cargo of all kinds associated with the conventional division and as assigned. Provide quotes to customers, and coordinate with SSA billing / invoicing on final customer quote
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company stakeholders
• Develop list of prospective customers and coordinate with the Commercial team and Regional Vice Presidents
• Identify prospective customer decision makers / influencers
• Create a plan for prospective customer pursuit, with RVPs and Commercial team. Execute on prospect outreach plan, and update Commercial team on progress
• Respond to customer Request for Proposals (RFPs)
• Work closely with all operations staff to develop rate structures in sync with operational plans.
• Develop and negotiate customer contracts based upon knowledge of market conditions, union contracts, and operations.
• Coordinate with the credit department to determine appropriate credit terms for each customer.
• When required, host pre-operational planning meetings with all necessary parties to ensure the most efficient operation possible.
• Participate in as-needed customer business reviews (e.g. QBRs)
• Cultivate relationships with Port Authority staff in all areas in which we operate.
• Deliver presentations and speeches about the company and its product.. Develop and design presentations that advance key objectives and tell the story through clean, concise, and well-organized slides.
• Perform "after ops" follow up with billing, accounting, and the operations staff to ensure invoices are prepared accurately and sent to customers in a timely manner. Monitor accounts receivable and assist when necessary.
• Perform other duties and tasks as required. Occasional backup for SSA area superintendents may be required.
• Regular travel, on a daily and overnight basis. Considerable amount of drive time throughout region.
• Domestic travel and travel to Canada required for in-person relationship development and account maintenance, including meetings or at industry trade events with both current/potential customers.

Qualifications

• High School Diploma required, Bachelor's degree from an accredited university or college preferred.
• 5 years working experience in the transportation and maritime industry with a focus on vessel stevedoring and marine terminal operations preferred.
• Must have strong proficiency in all MS Office applications, especially Excel and Word.
• Experience with Customer Relationship Management (CRM) Platforms preferred.
• Valid Driver's License, ability to obtain TWIC card and passport required.
• Strong written and oral communication skills.
• Must be comfortable with sales.
• Experienced at speaking to an audience and making business proposals.

Work Environment

• Regular travel, on a daily and overnight basis. Considerable amount of drive time throughout region.
• Domestic travel and travel to Canada required for in-person relationship development and account maintenance, including meetings or at industry trade events with both current/potential customers.
• Required job duties are normally performed in a climate-controlled office environment.
• Exposure to computer screens.
• The noise level in the work environment is usually moderate however jobsite visits will often be loud and noisy.
• Requires the physical ability to maneuver on a ship, terminal yard and area buildings and terminals.

Salary Range

$105,000-140,000 per year The posted compensation range is based on the applicable geographic market for the position and may vary depending on factors such as related experience and skill set. Final compensation will be determined based on these items and other relevant factors.

Benefits

Our Company is an Equal Opportunity Employer

Eligible employees (and their families) may qualify for medical, dental, and vision insurance, as well as having basic life and accidental death insurance, paid disability insurance, including paid parental leave if eligible, and an Employee Assistance Program. Employees will receive paid sick and vacation time, and company holidays if eligible. The company also offers paid bereavement leave, and paid jury duty. Eligible employees can enroll in our company's 401k plan, as well as a retirement plan. Employees will be eligible for discretionary and/or metric-based bonuses dependent on their position.