MARITIME COMMERCIAL MANAGER

From Auren Personas, we are collaborating in the search for a Maritime Commercial Manager for an important company in the province of Seville.

Duties and Responsibilities

Reporting to the Commercial Management, you will be responsible for managing strategic accounts for the company (Military, Defense, Navy, etc.). You will develop commercial plans to maximize revenues and profits; identify, prioritize and capture new opportunities, leading the process from bid to contract award, ensuring proposals aligned with customer needs. In addition, leading the team, you will collaborate with operational areas to design value propositions, ensuring compliance with business objectives, maintain updated information in the CRM system and resolve potential internal channel conflicts, with willingness to travel internationally.

Key Responsibilities:

• Reporting to the Chief Commercial Officer, the Key Account Manager will be responsible for several defence accounts of strategic importance to BBG, and of considerable complexity.
• Understanding the structure of the market for this customer sector or account (where an account is an individual customer and a sector is a collection of customers operating in the same market sector).
• Influencing the market, customers and internal business lines to position BBG to win.
• Understanding key drivers and vectors of change impacting organizations operating in this market.
• Building and maintaining enduring customer relationships.
• Creating and implementing account plans and opportunity strategies both internally and with customer stakeholder involvement.
• Leading the early identification of new opportunities, prioritization of opportunities, taking ownership of the development and capture of offers to the customer, capture leadership through bid and tender submission to contract award, maintaining contact with the customer through project delivery in accordance with BBG internal governance.
• Ensuring BBG technical and commercial offerings align with customers' business and operational needs.
• Achieving good quality order intake through customer advocacy and excellence of our offering: responsible for total order intake, revenue and profit of the account / sector.
• Delivering order quota for the current year and grow pipeline for future years' growth.
• Using the BBG CRM tool to track and manage opportunities.
• Working collaboratively with operations managers to build value-creating offerings for customers.
• Demonstrating knowledge of the entire Defence portfolio to enable opportunity identification across all business lines.
• Resolving channel conflict within the company.
• The Job might demand international travels and presence but will be fulfilled from the company’s HQ in Seville.

Requirements:

• Commercial and business acumen. Current and proven track record in sales and business development.
• Depth experience in port agency services, shipping services and food supply services.
• In-depth understanding of logistics solutions within the Defence, Military and Government networks and experience in the Defence sector is appreciated (Navy, Army or Air Forces).
• Passion for the defense sector looking forward to providing a quality service to their country and colleagues all around the world.
• English & Spanish are essential and French language will be a plus.
• Business administration and/or Marketing/Advertising graduates with a sound knowledge of international political, business, and economic affairs.
• Excellent personal presentation and strong communication, networking and public relations skills.
• Excellent negotiation skills.
• Results-driven, determined, energetic and talented in working with people.
• Flexibility and adaptability to changes.