Senior Specialist Commercial & Business Development

About This Role

Job Purpose

To provide commercial support and acumen to the existing and future business functions under the “Maritime Cluster”, participate within the expansion and strategic growth plan of Abu Dhabi Ports “Maritime Cluster”, ensuring service excellence to all stakeholders through a synergistic approach, whilst capturing value to the Clusters within Abu Dhabi Ports.

Within this role, the holder is both responsible and accountable for effectively managing the relationship between existing clients, future strategic partners and internal stakeholders of the “Maritime Cluster” through a collaborative approach.

You will lead & co-ordinate with a commercially effective, determined, yet goal orientated style. Pursuing Strategic initiatives and business growth by developing existing services and driving the expansion of the “Maritime Cluster” into new markets, both organically and inorganically, through collaboration, acquisition and Joint Venture, forming alliances to explore and expand Marine Services in line with AD Ports overall expansion strategies. You will mainly focus on towage, midstream, oil & gas, offshore energy and international markets.

About the Maritime Cluster

AD Ports Group’s Maritime & Shipping Cluster is led by Noatum Maritime, a globally connected agile entity operating across multiple countries. With a fleet of over 250 vessels and decades of expertise, Noatum Maritime offers a diverse portfolio of services delivering “everything you need on the seas.”

Responsibilities

Core Responsibilities

• Create Opportunities for economic and commercial value through the development of new business, whilst expanding the core activities & Services to existing clients.
• Monitor the marine service performance of existing business units and compare against benchmarks and KPi’s.
• Lead the development of commercial strategies in collaboration with the Business Development team & Cluster units under Abu Dhabi Ports.
• Monitor Pricing, Market analysis and commercial performance of competing marine service operators.
• With Finance; initiate and manage the development process of financial/business models relating to proposed business activities.
• Prospect for new clients and develop a rapport.
• Grow and retain existing accounts by presenting new solutions and services to clients.
• Follow the strategic plan as set out by Abu Dhabi Ports and develop new initiatives to support the development of the Maritime Cluster.
• Review the Marine service tariff annually and make suggestions to increase revenue.
• Adheres to Safe Working Practices and Standard Operating Procedures.
• Adheres to Near Miss and incident reporting as stipulated.
• To ensure marine activities & marine operations in Abu Dhabi ports and waterways are conducted with the highest levels of efficiency, safety and environmental awareness.

New Business Development

• Prospect new clients and turn this into increased revenue.
• Regularly meet with clients to grow and leverage your network.
• Identify new clients, and the decision makers within the client organisation.
• Research and build relationships with new clients to create value from your service offering.
• Plan approaches and pitches. * Work with team to develop proposals that speak to the client’s to better understand their needs, concerns, and objectives.
• Handle objections and find a solution, working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
• Identify, review and propose alliances/joint venture opportunities where appropriate.
• Contribute to making improvements to existing processes, practices and approaches to influences productivity and working methods to meet customer needs.
• Is responsible for the initiation and management of commercial and business models development for the purpose of seeking approval for business opportunities

Client Relationship

• Present new products and services and enhance existing relationships.
• Work with internal colleagues & departments to meet customer needs.
• Arrange and participate in internal and external client debriefs.
• Develop and manage the customer satisfaction half year customer satisfaction in coordination with the business excellence team.
• Develop, manage and maintain an up to date customer databaseby type of services provided by Safeen.
• Support marketing department with any campaigns, communication requirements and or events.

Business Planning

• Attend industry functions, such as association events and conferences, provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales and brand awareness.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities. Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

People Management Responsibilities

• Performance Management of the job holder’s direct reports
• Actively participate in Review, develop and recommend appropriate organisation structure for the Division that will best utilise human capital while proactively incorporating sustainability into the on-going work practices to meet the business objectives.
• Provide leadership and direction. This includes, but is not limited to, conducting annual performance reviews / quarterly 1:1 reviews through the company systems, reviewing annual performance reviews conducted by the property manager, conducting performance counselling as needs arise.
• Manage the development of knowledge, competencies and innovative spirit in the Division to support the establishment of Development Plans, Succession Planning and Talent pipeline within the Department to continuously develop employees with emphasis on UAE Nationals to meet Emiratization targets.

Strategic Responsibilities

• Prospect for potential new clients and turn this into increased business.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches. Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
• Identify, review and propose alliances/joint venture opportunities where appropriate.
• Contributes to making improvements to existing systems, practices and approaches and influences productivity issues and working methods to meet customer needs.
• Is responsible for the initiation and management of commercial and business models development for the purpose of seeking approval for business opportunities.
• Maintain accurate records detailing sales performance and prospecting activities, reporting to Director of Commercial and BD.

Qualifications

Education

• Bachelor or Master’s degree in Business Administration, Industrial Management, Economics, International Business or any other related business field/ equivalent academic degree in Port Management.

Years of Experience

• Minimum 5 years of maritime experience in similar capacity.

Nature of Experience

• Ports & Shipping industry, with a Marine Service Background, experience in a similar analyst role.
• Stakeholder management expertise and experience to navigate through government processes combined with strong leadership skills and the ability to drive performance in a complex and commercially sensitive environment.

Technical Qualifications

• Must be a strong communicator, both verbally and in written form
• Must have the ability to clearly convey information and instructions, which will determine the effectiveness with which strategies are executed across the business and ultimately determine whether the business achieves its goals and objectives
• Proven sales track record
• Appropriate experience in similar managerial position in Port Marine Services
• Strong people management skills
• Proven skills in business and financial management
• Prospect Consistently
• Analytical ability
• Commercial Acumen
• Upselling
• Time Management
• Plan for Success
• Accountable