Commercial Manager

Reporting structure

Reports To:

• Chief Commercial & Business Development Officer

Direct Reports:

• Head of Commercial Analysis
• Head of Chartering

**PREFERENCE WILL BE GIVEN TO QATARI CANDIDATES**

Job Summary and Purpose

Manage all commercial and chartering activities related to LNG and Non-LNG shipping, tracking market trends and forecasts, building and maintaining relationships with major market players, maintaining consistent communications, identifying, analyzing and evaluating business opportunities to support the Nakilat towards achieving its set strategy and objectives.

Accountabilities

Strategic Accountabilities:

• Contribute to the formulation of the divisional strategy in alignment with Nakilat strategy and support its implementation.
• Participate in translating the divisional strategy into annual operational business plans and ensure their implementation, as well as follow up and take corrective actions as needed.

Commercial Management:

• Manage and direct chartering and post fixture operations of internationally trading LNG and LPG vessels in terms of:
  • Capturing suitable chartering opportunities and maximizing the utilization of the vessels under the in-house Commercial management of Nakilat;
  • Maintaining close dialogue with market players, brokers, and potential customers;
  • Providing appropriate guidance on Charter Party terms.
• Manage Vessel charter-party performance claims, which includes:
  • Monitoring performance of vessels versus the charter party requirements.
  • Monitoring vessels’ performance in line with TCP warranties; following up on underperformance observations or concerns (as required), etc.
• Liaise with fleet managers/heads to ensure proper communication and balance between customers’/charterers’ requirements , safety requirements and efficient vessel operations.
• Stay abreast with the latest trading patterns/routes, and industry/regulatory trends in coordination with the Fleet division to ensure the optimal feet utilization, and to enhance vessels efficiency.

Business Development:

• Lead efforts related to identifying and analyzing business opportunities, as well as providing recommendations to senior management.
• Act as commercial project manager for new deals/company potential acquisitions.
• Participate/advise on contract negotiations including, joint ventures formulation and agreements, ship building contracts, sales & purchase agreements, and Charter party(s).

Analysis Management:

• Oversee commercial and chartering related analysis, including overall market direction, forecast, opportunities evaluation, business plan development, and KPI’s.
• Work closely with the commercial analysis team to review business/chartering opportunities assumptions.
• Analyze market outlook and assist in identifying possible business opportunities and possible chartering processes enhancements.

Accountabilities - 2

People Leadership:

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

Change Management:

• Contribute in managing change in own team by providing inputs for and taking part in change initiatives, programs and projects that are aligned with the best practice.

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

• Oversee and ensure compliance to all relevant SHEQ policies, procedures and controls across Commercial department to ensure that NAKILAT provides a safe, world class, secure and environmentally responsible service to customers, the public and its own people.

Accountabilities - 3

Budgets and Plans:

• Prepare the Commercial department budget, and monitor its expenditure, while ensuring the optimal utilization of all available resources to protect NAKILAT’s interest.

Systems and Processes:

• Develop and update the Commercial department’s policies, procedures and system, and ensure their proper implementation to cope with evolving business needs, and to support achieving the different set targets and plans, hence NAKILAT strategy.
• Ensure that proper procedures are followed with regards to Letters of Indemnity and Bills of Lading.

Accountabilities - 4

Others:

• Solicit customers’ feedback and ensure a timely follow up on Customers’ concerns raised either in general or in the bi-annual Customer Feedback Form.
• Provide relevant support, documents, and information to successfully address any audit (internal and/or external) requirements.
• Support preparation of relevant JV board packages as required, and maintain updated records of the chartering coverage/utilization of the JV fleet.
• Carry out any other duties as directed by the Chief Commercial & Business Development Officer.

Key Result Areas

• Maximize utilization and earnings of commercially managed vessels.
• Build relationship with brokers, ship-owners, ship agents, shippers, receivers, charters, port agencies worldwide and ship’s command.
• Successful completion of managed business development projects.

Qualifications, Experience and Job Skills

Qualifications:

• Bachelor’s degree in Business Administration, Economics, Marine Engineering or any other related filed.
• 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, International Oil & Gas Company, or brokerage firm, with a minimum of 5 years in leadership role.
• Experience with joint venture formations and shipbuilding contract negotiations preferred.
• LNG chartering experience (preferably LPG and/or tanker experience as well).

Job Specific Skills:

• Extensive knowledge of Shipping Commercial management/contracts – Chartering and Operations.
• Strong track record of leading and managing negotiations.
• Strong analytical and business evaluation skills including solid understanding of project/investment analysis.
• Project management skills will be added advantage.