COC Sales Manager

Our client is a shipping company specializing in dry and reefer cargo services.

The position reports to the Deputy CEO and will be responsible for all commercial activities globally in company-operated services. The position will also be responsible for leading and coaching the team on account management of COC (carrier owned container sales manager) and technical selling expertise to achieve targeted performance and grow our market share. 

Tasks & Responsibilities:

• Coordinate and align commercial strategies across the various countries Globally for all company-operated services, considering the unique economic, cultural, and regulatory factors of each.
• Facilitate communication and collaboration between Sales responsible Teams , ensuring a unified approach to achieve HQ -wide objectives.
• Monitor and evaluate the performance of Sales Team in charge of all countries, providing guidance and support to enhance their effectiveness.
• Oversee market research and analysis, providing insights to inform strategic decision-making and identify new growth opportunities.
• Act as the primary point of contact for higher-level strategic discussions and decisions , representing the commercial interests of all countries involved.
• Oversee and maintain good filling factor performance for the services.
• Identify and research for potential partnerships to stabilize services, development of trade services, and improving load volumes
• Identify and onboard new businesses.
• Boost import volume for both FOB and CIF clients, develop X-Trade portfolio.
• Review client profiles and diversify cargo mix for the loadings .
• Lead, coach, and guide sales teams and ensure group/business KPIs/objectives are achieved.
• Formulate commercial strategies which will make the company grow Market Share . Develop Reefer export biz .
• Responsible for creating long-term business strategies to improve revenue and cost reduction in the respective scope of coverage.
• Leads in the preparation of budgets and proposals for infrastructure, technology, equipment, systems .
• Develop an understanding of the customers needs and make sure that they are met.
• Follow up on the weekly sales achievements and provide frequent updates to the management.

Knowledge, work experience, skills & competencies

• Bachelors or masters degree in business administration, marketing, finance, economics or related field
• Minimum 5+ Years of experience preferably in Liner Shipping, Freight Forwarding/Logistics industry. Knowledge of the shipping industry will be an added advantage.
• Evolutive role depending on the performances to General Management responsibilities.
• Strong track record of success in senior sales leadership role including in client relationship management.
• Proven experience in market analysis and research.
• Strong track record of leadership and mentoring skills. Ability to persuade and influence others on the best approach to take.
• Be familiar and constantly up to date with the latest global maritime trade developments, changing market environments and competitors updates
• Experience in preparation of annual budgets and forecasts for future lifting volumes
• Knowledge of process improvement methodology, tools & techniques.
• Familiar with MS Outlook, MS Project or other project and time management software applications.
• Excellent analytical, presentation, follow up, decision-making, problem-solving, team building, interpersonal, negotiation, conflict-management and time-management skills.
• Resourceful and proactive in gathering information and sharing ideas.
• Not afraid of changes, flexible and adaptable.
• Ability to work in an international environment including travelling abroad on assignments.
• Cultural awareness, sensitivity to culture and customs.
• Effective communication skills (Ability to articulate various business scenarios with customers, senior business leaders & middle management) Demonstration of professional demeanor, positive attitude, and ability to manage stress through challenging situations.
• Must be able to prioritize work effectively and manage time efficiently.
• Analytical mindset with ability to use data to dive decision making.