VP Commercial - Container

In the maritime industry, where colossal ships dock, and millions of tons of cargo are moved with precision, it takes teams of dedicated individuals to keep global trade in motion. Working in this dynamic sector means that you play a part in ensuring the pulse of commerce never skips a beat, all while driving the future of supply chain logistics and marine terminal operations.

Dive into a career where your talents make an impact and help us steer the future of this vital sector. Every job function in our organization, whether it's on the docks or behind the scenes in administrative roles, finance, payroll, or IT, has a significant impact on the national economy and critical supply chain operations. Where the pulse of global trade meets the precision of maritime excellence, at Ports America, we don't just move cargo; we drive the nation's economic engine!

The Vice President, Commercial is a mission critical role responsible for driving revenue growth and profitability through the development and execution of commercial strategies focused on container shipping line and carrier partnerships, representing approximately 70% of the total enterprise revenue of $2.4 billion and a current volume of 19.4 million TEUs annually. This individual will lead a team to cultivate and expand relationships with major shipping lines, negotiate strategic agreements, and identify new business opportunities to maximize cargo volume and expand market share.

The individual will lead and deliver segment growth and profitability through strong customer, partner, and stakeholder relationships, and focus on operational excellence. They will be accountable for the end-to-end management of the commercial lifecycle, including opportunity identification and qualification, commercial negotiation, TSA development and management, client relationship management, performance oversight and satisfaction, and enabling accurate and timely billing and collections.

In collaboration with the Executive and Commercial leadership teams, they will also collaborate to establish long-range goals, strategies, plans, and policies and will contribute to the growth strategies of all other cargo segments.

The ideal candidate possesses deep industry expertise, an established global network within the shipping industry, a proven track record of success in commercial leadership within the terminal operations sector of international shipping and transportation, and exceptional negotiation, relationship management, and strategic leadership skills.

Responsibilities/Accountabilities

• Strategic Planning/Value Creation: Develop and implement the long-term commercial strategy of the container business segment for the company including long-term financial planning, forecasting, asset optimization, M&A activity and other. Deliver on Liner related VCP projects and continued development/refinement of strategies and value creation plans for our container business
• Stakeholder Engagement and Key Relationship Management: Builds, nurtures, and expands high impact relationships across major ocean carrier customers, across tradelines/networks, both regionally and internationally, to increase value through supply chain efficiencies, as well as the commercial, procurement and marketing aspects of ocean carrier relationships.
• Commercial Leadership: Collaborates with other Commercial leaders on engaging with BCOs and supply chain partners to identify opportunities for new markets and introduce value-added service options, expand services offerings and drive best in class service delivery.
• Market research: Leads the market business intelligence (MBI) team that provides data and analytics to drive commercial activities and strategy development
• Contract Management: Responsible for developing, managing, and negotiating Terminal Services Agreements with customers
• Financial targets: Assist with setting financial targets and monitoring performance
• Operational expertise: Utilizes a holistic understanding of company operations and commercial activity eg (revenue streams, operating costs, profit margins, and operational risk). Works closely Commercial leadership, Operations, and Finance to build systems to manage revenue and profitability by customer and provide insight and leadership to support informed management decisions
• Leadership and Collaboration: Provide leadership and collaborate with key internal teams and stakeholders, including operations teams, finance, corporate development, legal, government affairs, etc to ensure activities align with the company's goals; Participates as key member of the senior leadership team. Participates in Ports America joint venture boards as requested.
• Travel: 50% or more both domestic & international

Minimum Requirement:

-Bachelor's degree in Business Administration, Supply Chain Management, Logistics or related field

-10+ years experience in commercial and/or operational leadership roles within the ocean transportation or marine terminal industry and in large, complex multinational organizations

-Proven track record establishing and driving commercial strategies, negotiating and communicating with key customers and stakeholders, and demonstrated knowledge of the container shipping industry

Preferred Qualifications:

Terminal Operations-

-Extensive background in ocean transportation and terminal operations and services

-Deep understanding of port operations, logistics, maritime regulations, industry trends, labor relations and interrelationships between liners, terminals, and OEM/BCO stakeholders

Commercial Experience:

-Deep understanding of container shipping industry segments, customers, suppliers, and key stakeholders

-Established network among top leadership of key liner companies and the proven ability to develop and maintain new long-term, top-level customer relationships

-Ability to mine and utilize market research for competitive analysis, align services, infrastructure and business operations to market demands and opportunities

-Extensive background in negotiating long term contracts including contract structure and terms

-Experience in freight and logistics sales and key account management

NOTE:This job description is not intended to be all-inclusive. Employees may perform other related duties as needed to meet the ongoing needs of the organization.

Ports America is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race; color; religion; national origin; sex (including pregnancy); sexual orientation; gender identity and/or expression; age; disability; genetic information, citizenship status; military service obligations or any other category protected by applicable federal, state, or local law.

This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US.

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