Commercial Director at Euroports

Antwerp

Job Purpose

  • The key responsibility is to deliver incremental, profitable growth, in line with the budget
  • Works closely with the Managing Director, the terminal managers and other functional managers to develop and manage the commercial activities.
  • Builds and nurtures a world-class commercial organization
  • Develops a thorough understanding of customers and their industries and is alert to changes which could affect the group and opportunities for cross fertilization between Group entities
  • Leads the commercial activities of Euroports Belgium and ensures that the management and growth of existing and new key customers is optimized in the interest of the group.
  • Rolls out the group’s commercial strategy throughout Belgium and develops the commercial strategy for Belgium. Provide strategic input, either into BE commercial and country strategy or for corporate commercial and industry strategy

 

Principal Accountabilities

  • Deliver incremental, profitable growth, in line with the budget
  • Translates the group strategy into commercial targets and actions for Belgium
  • Leads the commercial team including EIT and customs
  • Coach and live a value-based, solution selling approach, team selling and work C/suite relationships with clients, as well as internally
  • Develops the commercial activities for the terminals in Belgium, EIT and customs
  • Conducts negotiations with customers on important contracts, in close alignment with the MD and other management or functional team members, and headquarter
  • Leads the business development projects for Euroports Belgium in close conjunction with the CCO
  • Ensures that the commercial (quality, pricing, etc.) procedures and tools for the Belgium are correctly applied and up-to-date
  • Leads the business development of the Belgium, encourages and assists the commercial team in the acquisition of new customers
  • Use the Euroports commercial tools (pipeline, key account plan etc)

 

Knowledge, Skills and Experience

Essential

  • Exceptional customer service orientation
  • At least 10 years consultative selling experience at senior level and possibly international level
  • Team leadership skills
  • Excellent negotiation skills
  • Ability to close a deal and win / facilitate the team to win new business
  • Well-structured and organized

Desirable

  • Strategic skills
  • Sales and business development experience
  • Understanding the respective products market
  • Pipeline and performance analysis skills
  • (Global) Key Account Management skills (including development plans)
  • Budget and business planning skills
  • Ability to work in international company and matrix organizations

Technical Skills

  • Good understanding of the terminal operations and logistics sector
  • Good knowledge of the Trade sector supply chains
  • Good understanding of how industrial customers are organized
  • Understanding of corporate structure with matrix organisation
  • Fluent in English & French; basic knowledge of German
  • Experience in the logistics sector by preference terminal operations, shipping

 

Job challenge

  • The senior commercial job has a large visibility and exposure in the group, representing one of the largest entities in the Euroports Group network and a key decisive factor to deliver the Group performance
  • Euroports Belgium represents one of the most comprehensive country terminal networks, including inland terminals, freight forwarding solutions, and covers almost all target industry segments
  • Build and nurture a world-class commercial team
  • The jobholder has the opportunity to expand its international commercial skills and to be part of the talent pool as successor for the CCO position