Regional Commercial Manager

Mumbai, Maharashtra, India

Role Purpose

Responsible for developing, leading, and executing Swire Shipping’s commercial strategy in the region. This includes overall responsibility to deliver the commercial plan to meet the objectives of the business, ensuring our regional agency network is aligned with the overall commercial strategy and able to execute effectively. This includes performance management of the third-party agencies in the region and ensuring comprehensive strategic account management of Swire Shipping’s customers located in the region. The role will be the main escalation point for customers regionally and the overall representative of the Swire Shipping brand from a commercial perspective in the region.

The role requires key aspects viz. support to Market and Logistics management, driving agencies in the region for growth of customer base, monitor variable operational costs, implementation of company’s Standard Operating Procedures and ensure efficient adherence by the agents in the region.

Role Accountabilities

• Develop, lead and own the commercial strategy in the region

• Establish strategic relationships with key customers in the region

• Ensure third party agency teams in the region can execute the commercial strategy and that

customers’ accounts are assigned and being effectively managed by local teams.

• Develop and monitor effective and efficient commercial and marketing strategies to increase

revenue and volume.

• Implement and hold accountable commercial teams in the third-party agencies to global

standards.

• Development of solutions including special projects (such as developing new locations/trade),

services or commodity projects for Swire Shipping.

• Develop relationships with key stakeholders in the region including various Government

authorities and service providers

• Creativity in establishing “commercial arguments” and reasons for customer interactions.

• Ensuring cascade downwards and upwards from/to Head Office and maintaining

communication with the third-party agents throughout the region.

• Drive compliance with company policies and performance throughout the internal and

regional third-party agency network in the region. Ensure business tools, processes and

systems (i.e., Phoenix, EMS, Power BI, CRM) are understood and effectively used, ensuring

proper change management.

• Drive internal teams to comply with Swire Shipping’s Zero Harm Health and Safety standards

to ensure a safe workplace for employees, contractors, and visitors.

• Oversee and manage commercial related KPIs by third party agents, especially CRM related,

and ensure execution in line with company targets.

• Monitor accounts receivables (freight and detention) with agencies in the region. Maintain

oversight on regular remittances to HO.

• Monitor business relationships with third party service providers to ensure seamless

operations and reduce impact of external dependencies.

• Ensure agents adhere to SOPs, optimize usage of reporting systems and CRM tools, achieve

results in line with management expectations.

• Work in collaboration with Risk Manager to identify potential risks related to sanctions and

create awareness in the third-party agency network to ensure SOPs are complied with by the

customers.

People Management

• Lead employees (direct reports) and third-party agents to meet the organization’s

expectations for productivity, quality, and goal accomplishment.

• Provide oversight and direction to the employees in the team in accordance with the

organization’s policies and procedures.

• Plan team structure required to win in the region, with special attention to systems

requirements and customer needs.

• Plan staffing levels and work with Regional Manager to recruit, interview, select, hire, and

employ the right people within budgetary guidelines.

• Coach, mentor and develop staff, including overseeing new employee onboarding and

providing career development planning and opportunities.

• Consciously create an engaging workplace culture that emphasizes the identified mission,

vision, guiding principles, and values of the organization.

• Lead direct reports(s) using a performance management and development process including

goal setting, feedback, and performance development planning.

• Empower employees to take responsibility for their jobs and goals. Delegate responsibility,

drive accountability and provide regular feedback for continuous improvement.

• Manage and maintain effective employee work schedules including assignments, job

rotation, training, vacations, and paid time off, cover for absenteeism as per business needs.

• Maintain two-way transparent communication. Appropriately communicate organizational

information through department meetings, one-on-one meetings, and appropriate email, IM,

and regular interpersonal communication.

• Deliver key people related activities in conjunction with HR that will lead to the enhanced

engagement and retention of team members.

Crisis Management

• Make every effort to be aware of and understand your role in the event of a crisis.

• Make every effort to attend any relevant training, simulations and or meetings relating to

Crisis Management.

• Perform your role as best as possible in a calm and collaborative manner in line with the

relevant policy and procedures in the event of a Crisis.

• Provide input and feedback towards the ongoing improvement of the Crisis Management

framework and procedure.

Safety

• Take responsibility for the safety of self and those around by displaying safety leadership

principles (i.e., Safety I’s & Accountability ladder).

• Challenging and stopping unsafe acts and behaviors or unsafe conditions.

• Comply with the Global Safety Standards, Polices and Operating Procedures.

Key Qualifications & Skills

Qualifications

• Tertiary qualification, minimum degree level in business, or relevant discipline.

Technical Skills

• 10+ year’s proven success in a senior management role.

• Experience in the shipping industry.

• A strong knowledge and previous experience in Marketing.

• Well-developed communication (both oral and written), interpersonal, negotiation and

influencing skills.

• Outstanding relationship building skills and a team orientated approach.

• Knowledge of global market.

• Knowledge of workplace health and safety regulations.

Professional Skills

• Ability to delegate responsibility to managers with clear individual objectives set.

• Presentation skills.

• Cost management ability.

• Problem solving skills.

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Swire Shipping is committed to ensuring equal equitable access and participation for persons who experience disability. SSL is committed to treating persons with disability in a way that allows them to maintain their dignity and independence. Reasonable adjustments can be made upon request based on understanding of those accommodations.

Across Swire Shipping, we seek to create a supportive and inclusive environment that embraces individuality and recognise the benefits that these differences make. We do this by ensuring that all individuals are treated with respect and understanding and actively promote Equal Employment Opportunity (EEO) and do not tolerate discrimination, harassment, bullying, retaliation or intimidation of any kind. We are committed to driving the strategy, policies and accountability to build and sustain a diverse global workforce, through equitable processes and systems where everyone can contribute their very best.