Vice President - Commercial

KEY RESPONSIBILITY

1. To develop and implement effecive Commercial and Retention Strategies for Container Terminal, General cargo and BCO’s in line with DP World commercial goals and Objectives.
2. Establish and develop strong relationships with Local authorities, governments, and key stakeholders and Engage in regular discussions with relevant authorities to explore new business opportunities, partnerships, trade facilitation and growth initiatives.
3. Establish and strengthen partnerships with key Local stakeholders in the P&T network, including: Shipping Lines , General Cargo , Feeders, NVOCCs and BCOs.
4. To Ensure each P&T Commercial Activity is fully organized, efficient, and attractive to targeted customers, with a focus on delivering exceptional customer experience.
5. Develop and implement a commercial planning framework that aligns with DP World GCC and Ports & Terminals' business strategy and plans and Regularly review and update the planning framework to ensure it remains aligned with changing business needs and strategies.
6. To prepare yearly volume, revenue budget and cost budgets, discuss with operations to ensure effective budgeting and cost control.
7. To Collaborate with various departments and stakeholders to support research and commercial due diligence for developing business plans for new and existing services that deliver P&T’s objectives and ensure targets are achieved
8. Support Regional Commercial Management Team to develop and execute business plans across P&T Commercial Verticals. And Develop and maintain long term strategic business plans for P&T Commercial for the respective country/region and in line with DP World GCC corporate strategy. Regularly review and update country business plans to reflect any changes due to regulations, planning strategies, or organizational objectives.
9. To Conduct feasibility studies and project assessments to determine viability and potential returns on investment.
10. Review Accounts Receivables weekly and take corrective action when needed.
11. To negotiate contracts – special rates and customer incentives outside normal tariff guidelines and ensure negotiations are in line with overall P&T commercial objectives.
12. To monitor and analyze service changes, Alliance developments and changes and establish impact and ensure Regional commercial VP to be kept informed about the changes and its impact.
13. To conduct tariff review for the services provided as port operator, propose changes to the existing tariff, and ensure the implementation as per Local regulations and guidelines.
14. To monitor weekly and monthly volume and revenue, and measure performance against budget and year on year, identify gaps and seek solutions to rectify.
15. To periodically report to Regional Commercial VP, providing regular input on P&T Commercial activity volume and revenue performance against the budget and Year on Year
16. To ensure monthly consolidated report and quarterly performance report is prepared and submitted for Regional Commercial VP review and decision making.
17. Set personal objectives in line with the departmental objectives for the Account Managers and Executives of Commercial Department- CT/GC/BCO’s.
18. Quarterly review the objectives and drive improvements if and when needed.
19. To set and agree on KPI’s for operational performance with customers and maintain updated Local list of container and general Cargo carriers/ agents and BCO’s at all time.
20. To identify customers pertinent to General Cargo and Container Activities, and provide lead’s to the the sales team.
21. Provide for each staff member an adequate and personal development plan.
22. To ensure Complaint handling, CRM, pricing model, RFI’s and RFQ’s, are effectively carried out within established commercial policies and procedures.
23. To review TERs , FIAs Credit Notes , Rebate and Provision requests initiated by respective account managers for GC, CT and BCO Customers.
24. Ensure that all customer communications, conflicts, and complaints are promptly addressed by the relevant Managers/Executives.
25. Hold monthly interface meetings with the customers and operations addressing customer’s concerns and conduct regular customer visits
26. Act as primary point of contact for all container terminal , General cargo and BCO business partners (customers, Traders, agents, Feeders and shipping lines)
27. Establish & maintain customer profile with detailed services, performance, updates, and news.
28. Promote use of Dubai Trade E suite, for all customers and ensure DP world EDI capabilities are promoted towards customers.
29. Manage the department's expenses to ensure they remain within the allocated budget limits

Ensure compliance to IT policy in terms of implementation and monitoring of information security management in your functional area in line with the GCC region ISR policy.

TECHNICAL COMPETENCIES

• Commercial - Sales Negotiation and Influence –
• Building Rapport : Draws on knowledge of customers’ strategic business priorities to communicate a broad vision, emphasizing the long-term benefits for partnering with DP World, and obtaining buy-in and support for the suggested solutions.
• Commercial - Business Acumen
• Understanding the Business : Provides input into DP World’s business model and operations to drive larger business decisions that advance the organization’s mission and enhance its reputation.
• Applying Knowledge to Projects : Drives project, process, resources and requirements that results in the right policies, practices, trends and information that help shape the organization.
• Analyzing Financial Impact : Establishes methods for capturing customer insights through multiple sources. Develops long-term solutions and tailored resolutions based on learned understanding of customer feedback and satisfaction with DP World's offerings.
• Commercial - Customer Focus Customer Knowledge : Anticipates the interests and needs of DP World's past, current, and potential customer segments to propose innovative solutions that improve the overall customer experience.
• Commercial / Strategy - Creative and Analytical Thinking
• Analyzing Situations : Analyzes business problems critically and holistically, taking into account industry analysis, economic, financial, and policy perspectives.
• Interpreting Data : Develops advanced or breakthrough insights from the interpretation of data and coaches others to present insights in a compelling way.
• Developing Innovative Ideas : Holds managers and employees accountable for proactively implementing process improvement initiatives and developing new ideas and approaches.
• Data Analysis
• Gather, arrange, analyze and interpret various datasets; and communicate their findings and results to senior leadership.
• Communication
• Demonstrate subject matter expertise in commercial operations and product offerings; and interpret the findings to make it marketable to customers/stakeholders.

QUALIFICATIONS, EXPERIENCE AND SKILLS

Essential Qualification:

• Recognized degree in Business Administration, Finance or any other relevant field from an accredited university.

Desirable Qualification:

• Master’s degree in Business Administration, Finance, Economics, Project Management or any other relevant field will be a distinct advantage.

Work Experience:

• Minimum 10 years’ working experience.
• Experience in a free zone, commercial department, economic development, logistics, shipping, trade facilitation sectors will be an advantage.

Technical skills required to perform the role:

• Well versed with Excel, Power BI, Python, and/or other related data analyzing/reporting tools
• Effective presentation skills to communicate commercial assessments and business cases
• Proven product development skills from ideation to delivery
• Financial acumen and/or background in finance, statistics, math and/or engineering

DP WORLD PRINCIPLES:

• Prioritize Customer
• Collaborate to Win
• Deliver Growth
• Adapt & Evolve