Inchcape Shipping Services · 1 week ago
Commercial Sales Manager, Shipping Services
Houston, TX
Full-time
Hybrid
Senior Level
5+ years expInchcape Shipping Services is a global leader in shipping services, relying on a diverse team of over 3,000 professionals. The Commercial Sales Manager will be responsible for driving revenue growth, ensuring customer engagement, and negotiating profitable contracts to support the company's business objectives.
Marine Transportation
Responsibilities
Working in a matrix structure and as a member of the Americas Sales Team, the Commercial Sales Manager is responsible for supporting the Americas leadership in growing revenue and ensuring we are paid for the work we do on our customers behalf
Leveraging industry insights to ensure focus on the customer and how we add value to their business
Ensuring every customer is visited at least every quarter
Ensuring customers are made aware of Inchcape’s Products and Services by introducing on (yearly) average more than 1 product at customer visits and/or as further directed in product sales campaigns in Salesforce
Growing pipeline by at least 4 times targets through visiting customers and introducing Inchcape’s Products and Services
Ensure alignment between Customers and Inchcape through discipline, transparency, and support across Inchcape’s organization
Achieving a win rate of at least 25%
Ensure every customer is retained by selling on (yearly) average more than 1 product to owned customers
Negotiating terms and conditions with customers which support the development of profitable business that achieves or exceeds Inchcape’s contracting principles
Leveraging Commercial Policies and Processes on pricing, bids and tenders, contract negotiations, etc., to guarantee compliant execution
Communicate pricing initiatives with customers and ensure Inchcape is at the forefront of providing value to customers
Support the Inchcape Accounts Receivable to collect fees on time, or as escalated for overdue payments
Qualification
Required
Minimum 5 years' experience in a similar position/industry, preferably with experience in Port Agency (shipping services) with exposure to various commodities and vessel types utilized in the port of assignment
Significant operational / business experience in the shipping or service industry, with the ability to run a cost-efficient business operation across a large geographical area
External sales/business development experience required; minimum 3-5 years preferred
In depth experience of Sales Business Planning short to long term, pipeline creation and execution, contract formation and negotiation as well as customer engagement and management
Understanding of multiple sector verticals (i.e. a combination of sales in dry bulk, tanker, linker, offshore, crew logistics and or/offshore)
Excellent verbal and written communications skills required in English
Must have an advanced communication (verbal, written and listening) skills in order to communicate at different levels throughout the organization and with exterior organizations, etc
Ability to develop strong business relationships within all levels of management; ability to understand, influence and persuade across all levels of the organization, exercising a high degree of confidentiality, professionalism, poise, tact, and diplomacy to accomplish objectives
Ability to work independently with limited supervision, multitask and possess strong initiative, exercise independent judgment within established systems and procedures
Has flexible approach to manage own time and projects
Possess an excellent Customer relationship management, Negotiation, Presentation and Prioritization skills
Ability for Business expansion through commercial marketing / client network development
Customer Focus and develops strong relationship with the clients
Ability to think logically, establish and follow procedures, instructions and make sound decisions
Ability to effectively present information and respond to questions from internal and external customers
Ability to prioritize work and handle multiple competing priorities
Knowledge of Port Operations and Port Agency services
Possess organizational and time management skills with ability to prioritize, be detail oriented and results driven
Possess high energy level, comfortable performing multifaceted projects in conjunction with normal activities
Must possess an advanced proficiency with Microsoft Word, Excel, PowerPoint, SharePoint, and Outlook
Preferred
Bachelor's degree in Maritime Administration, Business Administration or recognized equivalent from an accredited university preferred; equivalent experience maybe substitutes for educational requirements
Experience working within complex international organizations
Bilingual, fluent in English & Spanish preferred
Benefits
Health and financial benefits
Tuition assistance
Employee resource groups
Collaborative workspaces
Generous time off and paid holidays
Performance and Recognition – You are rewarded for achieving success by merit increases and reaching milestones.
Career growth and opportunities for promotions.
Compensation range is dependent upon experience.
You will also be eligible for bonuses and other benefits.
Company
Inchcape Shipping Services
Inchcape Shipping Services (ISS) provides global strategic maritime, cargo and supply chain solutions to shipowners and operators .
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2006-06-01Acquired
Leadership Team
Gregory Donnell II
ROC Operations Manager
Josh Northcutt, MBA, PHR, SHRM-CP
Talent Acquisition Partner - Americas
Recent News
2025-08-25
Company data provided by crunchbase