Lead Commercial Manager in Ipswich

We’re the UK's largest ports operator with a network of 21 ports around Britain. We handle around one quarter of the UK's seaborne trade and contribute £7.5 billion to our economy every year. It’s a story we’re proud of but it doesn’t end there. We’re transforming our business and embracing the future. We offer a vast range of roles spanning the UK, all rooted in a culture that welcomes diversity, fosters talent, encourages internal movement and progression, and places safety as our number one priority.

The Role: Lead Commercial Manager – East Anglia

Purpose: To provide sales leadership to a distinct area or sector, including but not limited to TASK & pipeline management, CRM accuracy, TASK reports, contract renewals, production and submission of contract re/negotiation templates and preparation of board papers for review.

Accountabilities:

• Identify and develop new business opportunities to maximise EBITDA growth and customer satisfaction.
• Manage existing customer accounts, ensuring collaboration with other functions to meet revenue and volume growth targets.
• Negotiate commercial agreements, supported by the business and legal team.
• Foster collaboration among regional commercial teams, ensuring regular information sharing and benchmarking.
• Assist with performance and pricing reviews of existing commercial agreements, holding regular meetings with key customers.
• Support the development and maintenance of commercial systems (CRM), metrics, and reports, with regional accountability for reviewing, managing and reporting on EBITDA delivery versus budget.
• Prepare board papers and obtain credit reports with the Head of Commercial to ensure commercial prospects align with company targets.
• Participate in ABP Industry Teams, developing new opportunities and partnerships in relevant sectors.
• Lead conflict management, with ability to resolve customer and stakeholder disputes, aligned to our core values and legal frameworks.

About you: A strong line manager, capable of leading, motivating and developing a high performing commercial team. You will have the ability to manage both your own and your team’s range of key accounts, across various industrial linked maritime sectors, to support long-term incremental growth. Naturally, you will work collaboratively to drive business improvements, efficiencies and uphold ABP’s twin missions whilst, at all times, acting as an ambassador for ABP, clearly living and demonstrating the Company’s vision and values.

Skills, Experience & Qualifications:

• Demonstrable experience in sales and marketing experience within ports or an adjacent sector.
• Demonstrable experience and capability to grow the business revenues and profitability.
• Demonstrable customer services excellence.
• Experience of developing innovative and practical solutions to challenges including knowledge of competitor port solutions and keeping up to date on industry developments.
• Working knowledge of the structure of commercial agreements and contracts.
• Must be numerate and financially aware, including the ability to understand financial modelling, in line with group policies.

Ideal:

• Some experience of the sectors of our customers.
• 5 years+ experience in B2B sales, preferably within the maritime / ports industry.
• Estates and property management exposure.
• Experience working with third parties to create new agreements, contracts, licenses to meet the business requirements.
• Experience undertaking market and competitor analysis.
• Experience developing pricing models/charging arrangements for new business.

Additional Information: When joining ABP you will find an environment that is both welcoming and challenging. We reward our employees well and offer a generous remuneration package, employer pension, private health insurance and a range of other benefits. Please note that ABP undertake random screening for substance abuse and operate a zero-tolerance policy. A medical will be required before starting this position also. We are an equal opportunities employer and we welcome applications from all suitably qualified persons regardless of their background, which helps us to provide a diverse and inclusive working environment.