Head of Commercial
Head of Commercial
PSA Halifax is recruiting for a Head of Commercial
PSA Halifax Limited Partnership (PSA Halifax) is a container terminal operator owned and operated by PSA International. With natural deep water, capability to handle any sized vessel, year-round ice-free access, and a management team with diverse international experience, PSA Halifax is the container terminal of choice on Canada's East Coast. This position offers an exciting opportunity to be part of a highly successful and leading container terminal operation in the East Coast of Canada.
DESCRIPTION OF THE ROLE
The primary responsibility of the Head of Commercial is to identify, pursue and execute commercial and business development opportunities for PSA Halifax. The position will achieve financial growth by identifying, acquiring, building and retaining customer relationships with existing or new shipping lines and BCO's, supported by intermodal & logistics service providers. The position will negotiate and close new business deals and identify new potential customers while working customer/client strategies in the acquisition of new business.
PRINCIPAL ACCOUNTABILITIES
Commercial Engagements and Contract Negotiation
- Identify, target, negotiate and close contract deals with existing and new customers, which include shipping lines, BCO's and intermodal & logistics service providers
- Maximize value and volume opportunities for PSA Halifax
- Identify additional revenue streams from existing and new customers, including digital offerings and cross-selling opportunities with related PSA Group entities
- Manage relationships between customers and PSA Halifax
Commercial Business Case and Strategic Design for Commercial Opportunities:
- Destination trains to US Midwest
- Coastal and feedering/barging
- Inland products to Canadian destinations
- Customer or BCO centric solutions
Commercial Management and Research
- Weekly progress reports - data collection, sales contracts, volume-dollar revenue, customer relationship satisfaction, account activity
- Forecasts sales targets and volumes
- Adoption and use of salesforce and/or other CRM tools
N2N Initiatives - Hinterland BCO's and Inland Container Depot
- Nurture and develop pilot programs incl. operational execution and IT co-ordination
- Expand the pilot program to other shippers
- Develop inland terminal investment case
- Investigate and develop other inland container depot opportunities in the region with CN Rail and/or other local players, in particular Moncton
- Implement group N2N products where appropriate
- Co-ordinate with regional and group commercial department for events and product development
- Co-ordinate with PSA BDP for events and product development
- Engage end customers (BCOs) in the hinterland (NB, PEI, NL) to create value add and stickiness
Pursue business development opportunities within the region including:
- Collaboration and joint investment with CN Rail
- Collaboration and joint investment with logistics companies (e.g., Maritime Ontario, Armour Transportation)
- Innovation and technology investments related to the industry (e.g., via The Pier and PSA Unboxed)
- Portnet and other port community systems
Strategic Planning
- Work with Deputy Managing Director/Managing Director and Senior Management Team in creating and executing organizational strategy
- Utilize knowledge of market conditions and business experience to strategize new methods of acquiring new business.
- Develop and set annual budget targets and ownership of topline (revenue) budgeting
Team Lead/Management
- Provide leadership, oversight and direction to the Commercial Team members fostering a spirit of teamwork and unity
- Provide effective evaluations of employees' performance through feedback, performance reviews, employee recognition fostering an environment to position them for future growth and development in the Company
- Coordination with finance and operations departments for related customer needs
Corporate Communications
- Prepare press releases
- Manage external corporate communications channels (News and Media network, social media etc)
MINIMUM QUALIFICATIONS
- A bachelor's degree in business finance, economics, sales and marketing or equivalent
- 5+ years prior experience in Commercial and Business development in the Ports and Shipping industry
- Results oriented individual with demonstrated problem solving skills
- Must have excellent Excel and financial analysis skills
- Must be able to create presentations and marketing pitch materials using PowerPoint or equivalent.
- Exceptional written and verbal communication skills in English.
- Must be a strategic thinker and have strong negotiation skills
- Possess a collaborative mindset and work well as part of a team
- Superior time management abilities and capable of meeting deadlines
- Excellent organizational skills and ability to multitask
- Ability to build strong relationships with clients and industry contacts
COMPENSATION:
Full-time permanent salaried position.
Wage Range: 175,00 to 200,00 annually
Annual review for the purposes of incremental raises
Benefits:
- Medical and dental benefits for employee and family
- Contributive pension benefits
- Vacation entitlement
- Sick leave and personal leave in accordance with the Canada Labour Code
- Annual performance based incentives
TO APPLY: Please submit resume and cover letter to: [email protected]
MAILING ADDRESS/LOCATION
577 Marginal Road
PO Box 1057
Halifax, Nova Scotia
Canada B3J 2X1
Phone: 902-421-1778
www.psahalifax.com
CONTACT INFORMATION
Monica Smith, Head of Human Resources
Phone: (902) 421-3072
