| WORKING LOCATION: Hongkong
POSITION PURPOSE & GENERAL RESPONSIBILITIES: The remit of The Director of Commercial & Business Development is as follows: -Drives profitable and sustainable revenue growth from existing and new Customers -Defines the market, customers and service/product strategy of Container Inland Services (CIS) Asia, including strong analysis of the external environment -Aligns the CIS strategy with other APMM business unit commercial functions in order to drive APMM cross-group opportunities -Develops stakeholder relationships with external parties critical to CIS growth -Develops plans and proposals for how to pursue new opportunities (business cases, investment proposals, partnering strategies) -Manages the execution of project implementation based on approved business plan -Works hands-on at country level across the Far East and Oceania region. CIS ACTIVITIES INCLUDE: -Container related operations inland (e.g. CFS, Depot CY yards, EMR, Trading, Rail and River) SPECIFIC RESPONSIBILITIES: Commerical: -Promote CIS offerings across potential customers in the relevant industries -Implement a professional commercial relationship with customers (APMM Group as well as third party customers alike) -Ensure continuous growth of existing business through alignment of market and customer demand with (local) CIS product/service offering -Support local CIS business units in their commercial strategy and value proposition Business Development: -Define growth opportunities based on market analysis and interaction with customers, business partners, and government authorities -Build and recommend business plans pursuing new business opportunities -Build lasting relationship with Customers and other stakeholders critical to the new businesses -Secure lasting commitment to business plans from partners with direct involvement -Work in close collaboration with other APMM Business units to seek cross-group upsides Project Management: -Responsible for implementation of approved business plans for new business -Define the implementation project and oversee the (local) implementation -Negotiate contracts with JV partners and Customers in compliance with APMM principles and with due consideration of local conditions -Manage full Project Repository for Asia including reporting on progress and corrective actions when required Market Intelligence: -Gather intelligence about Asia macroeconomic development, development policies and objectives and possible impact on CIS business -Gather market information from Customers and from APMM Business units -Gather key competitor analysis from CIS business unit/country heads -Gather relevant government and legal information that impact investment decisions -Synthesize information and organize into scenarios and risks -Evaluate and align SWOT from Business / Country heads to strategic business plans. POSITION REQUIREMENTS: -Strong commercial flair with Customs at heart of all activities -Strong relationship builder towards Customers, partners and authorities/governments -Mature individual who will gain acceptance by senior stakeholders -Good understanding of inland Container business -Good understanding of container shipping line needs -A numerate professional with strong analytical skills -Negotiation skills across cultures -Exposure to investments and acquisitions -Project Management skills -Proactive and self-motivated -Significant travel will be required. |
