Commercial Manager

2 weeks ago

Abu Dhabi, United Arab Emirates V Group Limited Full time

**Vacancy No**
- VN12393

**Employment Type**
- Permanent

**Location Country**
- United Arab Emirates

**Location City**

**Who are V?**
- As a global leader in ship management and marine services, we add value to a vessel’s operations. Operating around the clock and around the world, V. gives every client the quality and efficiency they need in every sector. Covering crew management and recruitment, quality ship management and technical services, together with supporting management and commercial services, V. has an unrivalled industry knowledge with performance assured. Our values, We Care, We Collaborate, We Challenge, We are Consistent, We Commit and Deliver, are at the heart of everything we do and they support our strategy of Investing in Talent. We are always interested in making contact with talented individuals - people who will demonstrate our values and deliver great service, for internal and external stakeholders.

**Overall Purpose of The Job**
- Working within the Ship Management Commercial Team to drive the V.Ships commercial agenda and achieve objectives set. Driving the development of new business leads for assigned offices and ship management opportunities and proposals. Supporting account management processes to aid customer retention and the implementation of commercial tools in support of both organic and inorganic growth pillars. Focus to be directed towards facilitating customer experience improvements, with a regional emphasis on Offshore business offices. Overall responsibility for all Board, PE and Group commercial reporting, including vessel forecasting.
Responsible for market insights, OPEX benchmarking initiatives - internal and external - and commercial analytics. Leading the central group bid team and responsible for effective implementation of bid processes.

**Key Responsibilities and Tasks**
- Leading the development of offshore business proposals and tender submissions in the region of competence. Including coordination of the Bid Team, liaising with the local MD’s and technical directors, and developing the most compelling proposals and supporting material.
- Lead on Group Analytics - market insights; represent V.Group on external and internal benchmarking projects; vessel forecasting and stakeholder reporting; lead on competitor analysis and commercial KPIs to aid vessel growth
- Lead on OPEX analysis and pricing enhancements for the Group.
- Responsible for retention and attrition management - identifying and pursuing retention opportunities within regional portfolio.
- Responsibility of Bid Team and the effective implementation of bid process - development of competitive OPEX budgets and compelling ship management proposals, encompassing all aspects, from crewing to insurance and technical costs, including external benchmarking.
- Ownership of continuous improvement of customer-facing commercial material in alignment with Opportunity Owner expectations; including bid proposals, sales material, management of change documents, crisis management collateral and all other meeting documentation as required.
- Via Salesforce, responsible for Tracking Pipeline, Sales Performance and drive Win Rate improvements for all opportunities with existing V.Ships customers by providing support with sales budgeting, WIN Deal reviews, sales performance follow-up and pipeline management for SM, MS & CM opportunities.
- Lead the WIN Meeting process for the Group.
- Responsible for all existing customers commercial actions for the portfolio of offices that you are responsible for - including Quarterly Internal Reviews, Quarterly Customer Reporting, maintaining Account Development Plans and GROW Portfolio reviews for each office.
- Overall responsible for all Board and Group commercial reporting, including monthly Board Packs, Growth Packs, vessel forecasting, yearly budgeting process, yearly reforecasting, as well as OPEX comparisons and regular analytics into commercial performance.
- Coaching and supervising Bid Team and Commercial Analyst, responsible for Group reporting, market insights, competitor analytics and generating customer intelligence and leads. Tracking the performance of listed companies, customer fleet size, order book, revenue per customer and office contribution.
- Enhance Customer Experience by assisting service recovery, addressing customer pain points, supporting churn reduction management processes and improving attrition rate across the customer base; with awareness of all customer-specific Marine Services & Crew Management issues.
- Co-ordinate the implementation of new V.Group products and services across the entire Operating Model - both internally and externally - to maximise customer satisfaction, service alignment and vessel yield.
- Develop collaborative strategies with Marine Services and Crew Management to ensure long term customer satisfaction with all V.Group business units and improve the overall service delivery.
- Support the group-wide implementati

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