Commercial Manager

About the Role
The role is responsible for managing all commercial and chartering activities related to LNG and Non-LNG shipping. This includes tracking market trends and forecasts, building and maintaining relationships with major market players, ensuring consistent communication, and identifying, analyzing, and evaluating business opportunities to support the company in achieving its strategic objectives.

Accountabilities

Strategic Accountabilities:

• Contribute to the formulation of the divisional strategy in alignment with the company strategy and support its implementation.
• Participate in translating the divisional strategy into annual operational business plans, ensuring their implementation, and following up on corrective actions as needed.

Commercial Management:

• Manage and direct chartering and post fixture operations of internationally trading LNG and LPG vessels by:
  • Capturing suitable chartering opportunities and maximizing the utilization of vessels under the company’s in-house commercial management.
  • Maintaining close dialogue with market players, brokers, and potential customers.
  • Providing guidance on Charter Party terms.
• Manage vessel charter-party performance claims, including:
  • Monitoring vessels’ performance against charter party requirements.
  • Ensuring performance aligns with TCP warranties and addressing any underperformance concerns as required.
• Liaise with fleet managers/heads to ensure effective communication and a balance between customer/charterer requirements, safety requirements, and efficient vessel operations.
• Stay abreast of the latest trading patterns/routes and industry/regulatory trends to optimize fleet utilization and enhance vessel efficiency.

Business Development:

• Lead efforts in identifying and analyzing business opportunities, providing recommendations to senior management.
• Act as the commercial project manager for new deals and potential acquisitions.
• Participate in and advise on contract negotiations, including joint ventures, shipbuilding contracts, sales & purchase agreements, and Charter parties.

Analysis Management:

• Oversee commercial and chartering-related analysis focused on market direction, forecasts, opportunity evaluations, business plan development, and KPIs.
• Collaborate with the commercial analysis team to review assumptions related to business/chartering opportunities.
• Analyze market outlook and assist in identifying business opportunities and enhancements in chartering processes.

People Leadership:

• Manage department staff and teams by overseeing performance management, recruitment, training, and development to ensure engagement and competence.

Change Management:

• Contribute to managing change within the team by providing input for and participating in change initiatives, programs, and projects aligned with best practices.

Safety, Health, Environment, & Quality (SHEQ):

• Ensure compliance with all SHEQ policies, procedures, and controls to provide a safe and environmentally responsible service.

Budgets and Plans:

• Prepare the Commercial department budget and monitor its expenditure, ensuring optimal resource utilization.

Systems and Processes:

• Develop and update the Commercial department's policies, procedures, and systems to align with evolving business needs.
• Ensure compliance with procedures related to Letters of Indemnity and Bills of Lading.

Others:

• Solicit customer feedback and ensure timely follow-up on concerns raised in customer feedback forms.
• Provide support and documentation for audit requirements.
• Assist in preparing joint venture board packages and maintain updated records of chartering coverage/utilization of the JV fleet.
• Perform any other duties as directed by the Chief Commercial & Business Development Officer.

Key Result Areas

• Maximize utilization and earnings of commercially managed vessels.
• Build relationships with brokers, ship-owners, ship agents, shippers, receivers, charterers, port agencies worldwide, and the ship's command.
• Successfully complete managed business development projects.

Qualifications, Experience, and Job Skills

Qualifications:

• Bachelor’s degree in Business Administration, Economics, Marine Engineering, or a related field.
• Master’s degree in a relevant discipline is preferred.

Experience:

• 12 – 15 years of relevant experience as a charterer, shipping, and commercial operator in a ship-owning company, chartering desk, trading desk, or brokerage firm, with a minimum of 5 years in a leadership role.
• Experience with joint venture formations and shipbuilding contract negotiations preferred.
• LNG chartering experience is preferred; LPG and/or tanker experience is a plus.

Job Specific Skills:

• Extensive knowledge of Shipping Commercial management/contracts – Chartering and Operations.
• Proven track record in leading and managing negotiations.
• Strong analytical and business evaluation skills with a solid understanding of project/investment analysis.
• Project management skills are an added advantage.