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Introduction:

A Commercial Manager in a marine and shipping repair services company is responsible for the business development, sales, and contract management aspects of the organization. The Commercial Manager is responsible for driving revenue growth and profitability by developing and implementing effective commercial strategies. This role involves identifying and pursuing new business opportunities, managing client relationships, negotiating contracts, and ensuring the successful execution of repair and maintenance projects. The Commercial Manager will play a key role in building and maintaining the company's reputation as a leading provider of marine and shipping repair services.

Responsibilities:

Business Development:

Identify and develop new business opportunities through market research, networking, and direct sales efforts.  

Build and maintain strong relationships with ship owners, operators, and other key clients.

Prepare and present proposals and tenders to potential clients.

Monitor market trends and competitor activities to identify opportunities and threats.

Sales and Contract Management:

Manage the sales process from initial contact to contract signing.

Negotiate and finalize contracts with clients, ensuring favorable terms and conditions.

Oversee the preparation of accurate and timely quotations and invoices.

Manage contract variations and claims.

Client Relationship Management:

Serve as the primary point of contact for key clients.

Ensure high levels of client satisfaction by providing excellent customer service.  

Address and resolve client complaints and issues in a timely and professional manner.

Maintain regular communications with clients, to ensure that their needs are being met.

Market Analysis and Strategy:

Conduct market research to identify emerging trends and opportunities.

Develop and implement commercial strategies to achieve business objectives.

Analyze sales data and performance metrics to identify areas for improvement.

Help to develop pricing strategies.

Collaboration and Coordination:

Collaborate with project managers, engineers, and other internal teams to ensure the successful execution of projects.

Coordinate with subcontractors and suppliers as needed.

Provide regular reports and updates to senior management.

Familiarity with maritime regulations and classification society rules.

Experience working in a shipyard environment.

Ability to travel, if needed.

Requirements:

Bachelor's degree in business administration, maritime studies, or a related field.

Proven experience in commercial management, preferably in the marine and shipping repair industry.

Strong understanding of the marine and shipping industry.

Excellent sales, negotiation, and communication skills.

Ability to build and maintain strong client relationships.

Strong analytical and problem-solving skills.

Ability to work independently and as part of a team.  

Experience with contract law.

Proficiency with CRM software.

Key Skills:

Sales and business development

Contract negotiation and management

Client relationship management

Market analysis

Communication and interpersonal skills

Problem-solving

Strategic thinking

Additional Considerations: