Commercial Manager, Agency

2 months ago

Houston, United States T. Parker Host Full time
Job DescriptionJob Description

Dating back to over a century ago, T. Parker Host quickly developed a strong reputation for offering exceptional service and solutions as a ship agency. HOST is the largest dry bulk agent in the United States and handles nearly 4,000 vessels annually, including dry bulk, breakbulk, tankers and cruise ships. As agents, we represent principals from around the world and coordinate directly with both local and international parties for every ship we’re appointed – improving efficiency for our customers.

Host Agency continues to develop a strong worldwide network of relationships throughout the maritime community. In addition to immediately serving our customers’ vessels, we offer a range of services to add value and support throughout the supply chain – from forwarding and documentation, to commodity reporting, to cargo monitoring.

Position Summary: This sales and business development role is responsible for increasing ship agency nominations specifically in the tanker space by developing, pursuing and maintaining relationships with customers. Duties may include identifying prospective customers, following up on potential sales leads utilizing your existing network, and maintaining relationships with existing customers. The successful individual may also recommend strategies designed for a target market.

Essential Responsibilities and Duties:

Account Management and Sales

  • Understand customers entirely, their relationships and service expectations.
  • Act as liaison between the customer and Host operations and management teams in resolving service failures.
  • Build upon existing relationships with traders, oil majors, owners, brokers, local terminals and targeted accounts in the US Gulf and US East Coast markets.
  • Execute strategy and cycle through deliberate targets and account strategy to grow market share in LNG, LPG, Crude and Product tanker calls in Texas.
  • Schedule meetings, calls and customer events for both existing accounts and local targets as directed.
  • Input contacts, meeting notes and opportunities in CRM system on an as needed basis to ensure the most up to date information is verified for each account.
  • Review and update local targets and opportunities in CRM Dashboard bi-monthly.
  • Continue to build on Host’s legacy during account management meetings ensuring OPS SMEs involved are engaged and prepared for each meeting.

Relationships & Service

  • Interact and network in LPG, LNG, Crude, and Product Tanker associations locally and abroad.
  • Maintain strong team focus and positive relationships across intercompany teams and divisions.
  • Help mentor and train agency staff members in Interact and network in LPG, LNG, Crude, and Product Tanker customer expectations.
  • Include operations managers in specific meetings with customers as appropriate to develop these relationships at local level.
  • Continually gather feedback from individual ops managers and agents regarding customer service.
  • Include ops SME’s where appropriate on specific account management calls to encourage more participation and involvement from agency operations.
  • Cultivate key senior agency personnel for assigned accounts to help safeguard and maintain Host Legacy relationships, people & Culture.
  • Be invested in our people and their success.
  • Work with employees as required when individualized areas of customer service improvement are needed.
  • Develop LPG, LNG, Crude, and Product Tanker customer operations teams with clearly defined SOP (standard operating procedures) on how to handle the day to day port calls.

Education, Knowledge, Experience, Skills and Abilities Required:

  • Minimum 10 years of experience in maritime sales and account management.
  • Innovative and creative self-starter, with the ability to devise solutions to complex problems, and to implement those solutions hands-on.
  • Flexibility and the ability to thrive in a fast-paced, entrepreneurial culture
  • Must possess strong commercial relationships with key industry leaders, including local and port contacts, with strong ties to the tanker industry preferred.
  • Self-motivated with strong organizational and communication skills, excellent interpersonal, presentation and negotiation skills.
  • Bachelor’s degree required, master’s degree in business management or related field preferred.
  • Must be able to travel 50%, US and abroad.

Core Principles: All team members must demonstrate an ability to adhere and understand the core principles of the company. This team member must be able to provide value and depth to the Core Principles of Host.

  • Our people are our greatest assets.
  • Their safety is our top priority.
  • We provide exceptional service.
  • We believe every relationship is important.
  • We are detectives, understanding all activities within our markets.
  • We know today's opportunities are tomorrow's growth.
  • We conduct all business with integrity.
  • We build on our legacy.

Position Specific Behaviors

  • Team player
  • Makes decisions and executes quickly
  • Honesty and integrity
  • Adaptable and flexible
  • Collaborative- works well with others
  • Excels in high growth, entrepreneurial and meritocratic environment
  • Comfortable with ambiguity
  • Strong intellectual curiosity
  • Thrives in a pressurized work environment

Demonstrated Competencies to be Successful at Host

  • Self- starter
  • Problem solving
  • Communication
  • Customer Focus
  • Accountability
  • Executing both short-term plans and long-term plans tied to vision and “big picture” goals

HOST, and its affiliated companies, is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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