Senior Specialist - Commercial & BD

To provide commercial support and acumen to the existing and future business functions under the “Maritime Cluster”, participate within the expansion and strategic growth plan of Abu Dhabi Ports “Maritime Cluster”, ensuring service excellence to all stakeholders through a synergistic approach, whilst capturing value to the Clusters within Abu Dhabi Ports.
Within this role, the holder is both responsible and accountable for effectively managing the relationship between existing clients, future strategic partners and internal stakeholders of the “Maritime Cluster” through a collaborative approach.
You will lead & co-ordinate with a commercially effective, determined, yet goal orientated style. Pursuing Strategic initiatives and business growth by developing existing services and driving the expansion of the “Maritime Cluster” into new markets, both organically and inorganically, through collaboration, acquisition and Joint Venture, forming alliances to explore and expand Port Marine Services in line with AD Ports overall expansion strategies.

• Create Opportunities for economic and commercial value through the development of new business, whilst expanding the core activities & Services to existing clients.
• Monitor the marine service performance of existing business units and compare against benchmarks and KPi’s.
• Lead the development of commercial strategies in collaboration with the Business Development team & Cluster units under Abu Dhabi Ports.
• Monitor Pricing, Market analysis and commercial performance of competing marine service operators.
• With Finance; initiate and manage the development process of financial/business models relating to proposed business activities.
• Prospect for new clients and develop a rapport.
• Grow and retain existing accounts by presenting new solutions and services to clients.
• Follow the strategic plan as set out by Abu Dhabi Ports and develop new initiatives to support the development of the Maritime Cluster.
• Review the Marine service tariff annually and make suggestions to increase revenue.
• Adheres to Safe Working Practices and Standard Operating Procedures.
• Adheres to Near Miss and incident reporting as stipulated.
• To ensure marine activities & marine operations in Abu Dhabi ports and waterways are conducted with the highest levels of efficiency, safety and environmental awareness.

• Prospect new clients and turn this into increased revenue.
• Regularly meet with clients to grow and leverage your network.
• Identify new clients, and the decision makers within the client organisation.
• Research and build relationships with new clients to create value from your service offering.
• Plan approaches and pitches.
  * Work with team to develop proposals that speak to the client’s to better understand their needs, concerns, and objectives.
• Handle objections and find a solution, working through differences to a positive conclusion.
  * Use a variety of styles to persuade or negotiate appropriately.
• Identify, review and propose alliances/joint venture opportunities where appropriate.
• Contribute to making improvements to existing processes, practices and approaches to influences productivity and working methods to meet customer needs.
• Is responsible for the initiation and management of commercial and business models development for the purpose of seeking approval for business opportunities

• Present new products and services and enhance existing relationships.
• Work with internal colleagues & departments to meet customer needs.
• Arrange and participate in internal and external client debriefs.
• Develop and manage the customer satisfaction half year customer satisfaction in coordination with the business excellence team.
• Develop,…