Chief Commercial Officer – Freight

KEY ACCOUNTABILITIES

Lead the development and delivery of the pricing and revenue management strategy for the Freight business with a clear purpose of driving revenue and margin growth.

In collaboration with the Director of Port Operations, the Fleet Director and the Chief Commercial Officer – Passenger, develop capacity management strategies to optimise cross-business profitability. 

Maintain and develop key customer and supplier relationships.

Lead (as SRO) the Freight-focussed transformation projects within the P&O Ferries transformation programme and work in collaboration with the Chief Financial Officer and the Chief Transformation Officer to develop and bring to fruition the strategic commercial projects within the freight sector

Develop the Freight Sales Team capability ensuring there is clear data-driven segmentation of customers, prioritisation of high-value freight customers and standard processes for to embed key account management.

Recruit, develop, coach and retain a team to the highest levels of talent and ensure that the team is equipped with the right skills, knowledge and tools to support revenue and margin growth

Redesign the sales coverage model and internalise agent review

Establish a structured customer engagement programme to drive new business

Develop and launch a standardized catalogue of freight value-added services (VAS) such as custom clearance, compliance handling, storage solutions, etc

Partner with the Director of Port Operations to ensure that Freight VAS can be delivered at a local operational level to the required service standards

Contribute to the development, agreement, and implementation of the overall Company’s business strategies and plans.  

Ensure compliance with Company policy, all relevant domestic, European, and international legislation and statutory requirements on Health and Safety matters. Further ensure the safety of the public, customers, staff and contractors is paramount.

Carry out such other duties as are consistent with the role, skills and individual capabilities as may, from time to time, be required by the company

SKILLS, KNOWLEDGE & EXPERIENCE:

• A strong track record of P&L delivery within the freight/logistics sector including evidence of driving growth in sustainable revenue and profitability
• Commercially astute and able to evidence development of effective long-term commercial strategies
• Excellent customer relationship skills in complex B2B environments
• An effective collaborator at executive level, demonstrating a capability to co-operate to deliver broader business goals even at the expense of narrower segment outcomes
• A European (International) operator, capable of working effectively in diverse business and commercial cultures
• Proven experience of transforming commercial teams and capabilities at pace, with energy and drive
• A powerful team leader, experienced at driving high performance and building highly talented, multi-national / multi-cultural teams
• An ethical leader who leads by example and personally exhibits the business’s stated leadership behaviours  
• Ambitious and keen to develop career within a large group company environment