Senior Director, Commercial Business Development

Purpose/Summary:

Leads, directs and controls the designated activities associated with Maersk Line, Limited commercial business. Manages the business so that it achieves its financial and operating objectives, influences agencies to better align with commercial practices/norms to ensure support for MLL’s initiatives associated with enhancing efficiency through simplification, automation, and standardization as set by the overall corporate business plan. Work cross-departmentally to develop and implement strategic plans, analyze market trends, conduct customer research, and create business partnerships. Lead negotiations for new and existing business while overseeing the implementation of new initiatives to drive growth. The outcome of these initiatives should be lower cost and a better, more secure product for our customers, which product fully complies with contractual requirements.

Key Responsibilities:

• Has responsibility for providing expertise for business planning and budgeting in the unit

• Approves policies and procedures for the unit that contribute to the overall corporate business plan

• Sets and monitors the performance for the unit against targets for the various functions

• Execute go-to-market plans, business strategy and growth plans, and lead product development.

• Leads, guides and develops a management team to ensure the unit achieves its objectives

• Identify and close capability and competency gaps, culture enhancement, etc. across teams supporting Maersk Line, Limited (sales, CX, finance, compliance, etc.).

• Drive operations excellence by collaborating with delivery and customer experience functions

• Acts as a liaison between the client and the service organization process teams and sites supporting that client. Acts as an ambassador for the customer helping address cross-functional/cross-process issues and required improvements. Bridges service organization and clients in support of the operational organization

• Build relationships with local stakeholders, existing and potential clients, government and institutional leaders; acts as a trusted resource, and the US Government has confidence in aspects he stands behind

• Propagate Maersk Line, Limited industry expertise both internally and externally.

• Implement and execute complex large scale logistics projects.

• Demonstrate expert knowledge of Federal laws and regulations governing the movement of US Government-impelled cargoes.

• Work with regional / local teams to expand logistics and services offerings to meet Maersk’s integration model and support our US Government customers’ requirements

• Bridge the gap between internal sales / operations / procurement processes to align and represent the voice of our customers to the commercial organization

• Promote global MLL brand recognition (ambassador) within the broader Maersk organization to ensure regional and global leadership understands the value of MLL.

• Ensures delivery of products and services to customers and stakeholders as per Service Level Agreement

Position Specifications:

• Education and Experience

  • Bachelor’s Degree required, graduate degree in related field a plus

  • Minimum of 20 years of experience in business development / sales and/or operational roles to include negotiation / deal-making with a quantifiable track record of developing customer relationships and maintaining a steady opportunity pipeline.

  • US Government previous senior leadership engagement with multiple agencies a must

Technical Skills and Competencies Required:

• Must be a U.S. citizen capable of obtaining a security clearance from the Defense Counterintelligence and Security Agency (DCSA).  MLL is a drug-free work environment and requires employees to take random drug tests during their employment with the company.

• Must have demonstrated management capability with strong communication skills

• Advanced knowledge of Microsoft Office Systems (Word, Excel, PowerPoint) is specifically required with experience utilizing Access also preferred.

Learning Description: The key skills and competencies the incumbent should learn in this position.

• A multi-functional perspective on contributing to a dynamic and unique business unit

• Staff and Team Management

• Specific competencies involving U.S. Flag and Cargo Preference laws and requirements

• Strong sales, operational, and customer service orientation

• Maersk Values