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VAC4078 - Chief Commercial Officer - DP World Sokhna, Egypt

Division Commercial Services
Location Sokhna, Egypt
Department DPW CORP MEA – DEP
Closing Date 12-Oct-2017
Chief Commercial Officer (CCO), DP World Sokhna, based in Egypt

About the role

DP World Middle East & Africa Region is currently looking to recruit a Chief Commercial Officer (CCO) to be based at DP World Sokhna, Egypt. Reporting to the Chief Executing Officer (CEO) of DP World Sokhna, this role will be responsible for:

  •  Oversees development of local policies, procedures and strategic objectives for marketing and selling the organization's services ( Container, Bulk & General Cargo and Liquid).
  • Oversees service development, pricing, marketing budgets, and sales objectives. Directs business development, sales and marketing staff.
  • Fully responsible for sales & marketing strategy implementation, budgets and non-financial targets, having the key responsibility for attracting customers and ensuring a highly professional relationship to the various decisions makers within the customer’s organisation.
  • Drive commercial performance and present the strategy going forward on the logistics and other businesses too.

We Offer

An opportunity to be part of a high performance team that ensures DP World  has the most:

  • Efficient, safe and profitable terminals in the region.
  • Direct influence on strategic level decisions.
  • Working with partners, shareholders, authorities and other stake holders.
  • Developing roles and responsibilities for a for a key terminal for DP World in the region
Key accountabilities
  • Lead the translation of the Sales & Marketing strategy into business targets, budgets and tangible plans.
     Responsible for budget preparations and monitoring and in establishing strategic marketing plans to achieve corporate objectives in developing the Sokhan Port ( Container, Bulk & General Cargo, &  Liquid).

  • To be the primary point-of-contact for all Container Terminal and Cargo business partners, customers, agents, main shipping lines, set and agree on operational KPI’s with each customer, draft yearly volume, revenue and cost budgets in liaison with port operations.

  • To establish Sokhna Port & cargo pricing model, review and recommend tailored made packages based on volume contribution. Lead contract negotiations and ensure they are concluded in line with the overall guidelines and budgeted Yield.

  • Responsible for attracting and retaining customers and ensure development of a highly professional relationship to the various decisions makers within the customer’s organization.
  • Drive and manage the customer value proposition to secure growth and a profitable sales development.
  • Manage development of overall standards and guidelines for Sales & Marketing, including pricing, service, promotion, advertising and PR and media.
  •  Drive, develop and deploy best practices within Sales & Marketing.

  • Identify, Develops and Overseas Business opportunities locally and in the near region.

  • Analyses marketing programs and adjust strategy and tactics to increase effectiveness.

  • Reviews analysis of marketing surveys on current and new product/service concepts in order to recommend future development.

  • Oversee the preparation of tariff and cost analyses and comparative studies/reports.

  • Co-ordinates customer issues with relevant department & maintains a one point customer contact.

  • Managing and maintaining relationships with key accounts, local as well as international port users.

  • Assist when necessary in establishing or reviewing customs and other external procedures affecting port users.

  • Measure & Display & Circulate commercial results, including forecast periodically (monthly).

  • The position would normally be responsible for setting & delivering objectives which are within the organizational strategy & business plans & will steer subordinated positions towards the achievement of these objectives.

  • The incumbent will be expected to be creative in making improvements to existing systems, practices & approaches & will have a hand in influencing productivity issues & working methods to meet customer needs.

  • To review accounts receivables monthly and take corrective action when needed, prepare monthly and quarterly productivity KPI report per customer /service, measure performance against budget, monthly volume and revenue, weekly volume and compare it to subsequent years. Also, monitor monthly cost control by measuring actual cost versus budget.

  • To be responsible for all customer communications, conflict resolution, ensure complaints are logged into the CRM and liaise with customer service section to ensure that client issues are dealt with in an efficient manner.

  • To conduct proper market intelligence with Marketing prior to meeting the customers, keep informed regarding industry/market information, build and maintain key relationship with local associations within the shipping community, local agency houses and relevant conference

Experience and Qualifications

In order to give credible support to the organisation and be successful in this role, the ideal candidate will have the following experience, skills and qualifications:

  • Requires Master Diploma in business, marketing or related discipline. Requires direct marketing/sales experience in port, transportation or related industry.

  • A master’s degree in marketing will be preferable.

  • Minimum 15 years of substantial experience handling commercial activities or substantial knowledge of the Container Terminal, Bulk and General Cargo and Liquid  customers / knowledge of shipping lines / traders /agents / Manufacturers etc.

  • A broad and international experience and a proven track record within B2B Sales & Marketing.

  • Extensive experience in analysing and improving Business Process and Procedures, System Enhancement projects and applications.

  • The job holder must have thorough understanding of various systems used in a commercial business environment including database management and a CRM Application.

  • He/she will also be required to comply with the Environment, Health, Safety, Security & IT policies and procedures.

  • Detailed understanding of the various links between other functional areas.

Skills
  • Commercial Knowledge of Shipping Industry.

  • Commercial Broad understanding of Port business.

  • Commercial Port system application- CRM…

  • Commercial Analytical skills.

  • Ability to work with confidence both locally and globally.

  • Ability to negotiate and build relationships on all levels.

  • Targeted, energetic and able to motivate other team member.

  • Fluent English with Arabic speaking will be preferred.

  • Good communication skills with the ability to communicate across the organization.

  • Trustworthy, ambitious and able to work highly independently and in teams. 
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