Chief Commercial Officer at APM Terminals

• Reports to the APM Terminals CEO for Nigeria.
• Geographical scope is Nigeria, which consists of terminals in Apapa and Onne, and ICD in Kano, as well as any growth opportunities. The position is based out of the Nigeria ikoyi Office in Lagos, and requires ongoing presence, visibility and engagement across the locations, including regular travel.
• Is a critical member of the Nigeria Leadership Team, which consists of other heads of functions and the terminal managing directors reporting to the CEO.
• Is a leader with five direct reports, based across locations,
• Works in close contact with the Terminal Managing Directors and Leadership teams in Nigeria
• Is a key member of the regional and global Commercial community. Is expected to leverage and share relevant business opportunities, best practices and learnings across the organisation. Proactively engages, collaborates, spars and aligns with a broad network of diverse stakeholders and colleagues, to deliver exceptional business results.
• Critical external stakeholders
• Customers, shipping lines and landside cargo owners
• Relevant authorities, e.g., government, port authorities
• (potential) partners / suppliers of logistic solutions

Critical accountabilities

The Nigeria CCO is responsible for setting and executing the Nigeria commercial strategy, ensuring increasing shorter and longer-term business results and customer outcomes.

• Nigeria Commercial strategy and portfolio
  • Is accountable for the full Commercial portfolio, including products and services, revenue, sales, marketing, customer attraction and care, and achievement of financial and non-financial targets.
  • Own and execute the Nigeria Commercial Strategy in close collaboration with the CEO, the Nigeria leadership team and the global commercial function, provide direction for the annual plans of the commercial teams, delivering top line performance and securing long term growth.
  • Identify, develop and implement commercial business opportunities leading to differentiated value propositions via new products and services, new revenue streams and incremental market share.
  • Cultivate ongoing in-depth and data-based insights regarding local customers, market and competitors.

Customer focus.

• Own the relationships with Shipping Lines for Nigeria terminals, and key member of Deal Teams to win Shipping Line services.
• Build and own relationships with key im- and exports in Nigeria to capture and expand all possible business opportunities. Promote APMT as the premier import facilities and build our market share of export leveraging all three business units.
• Lead and role model a customer-focused mindset across the organisation, ensuring that the customer is surfaced and at the forefront of all relevant decisions.
• Proactively track and ensure an ongoing positive and upward trend on net promoter score (NPS).
• Continuously explore opportunities to enhance the customer experience, taking into account customer feedback, needs and data.
• Cultivate a collaborative mindset by working closer with shipping lines in Nigeria; deliver improved landside customer solutions by simplifying their supply chains in collaboration with logistics partners.

Transformation

• Ensure successful planning, implementation and sustainability of global commercial standards and processes to support the Nigeria commercial strategy and the global commercial transformation.
• Lead and role model innovation and transformation, including mindsets, capabilities and behaviours.
• Collaborate closely with critical stakeholders, ensuring alignment on and ownership of outcomes.
• Set local guidance and standards as needed, taking into account global direction and scalability.
• Share relevant insights with global and regional leadership teams, to enable effective decisions.

Future growth

• With internal stakeholders lead the development and execution of the growth agenda for APMT Nigeria, including concession extensions and terminal investments.
• Translate customer insights and market trends into long term commercial outlooks, including volume and revenue outlooks, market share scenarios and commercial assumptions, as inputs to growth discussions

Performance management

• Define objectives and targets, ensuring quantifiable and actionable performance management.
  • Track performance, ensuring successful delivery against agreed commitments and targets.
• Identify and address deviations and issues, and develop improvement plans as needed.

Stakeholder engagement and collaboration

• Leverage matrix opportunities, collaborating closely with terminal, regional and global teams across functions to achieve the company strategy and goals together.
• Ensure engagement and sharing of best practices and learnings across teams.
• Share critical insights and input with terminal, regional and global teams to connect Commercial and cross-functional opportunities, ensuring the necessary sparring to drive the right business decisions.
• Cultivate and invest in partnerships with customers and stakeholders, e.g., government, port.

Leadership & talent development

• Based on the Nigeria Commercial strategy, assess, plan and deploy the necessary resources.
• Ensure the right leadership to attract, care for and retain talent, and build strong employer branding.
• Build an engaged, capable and unified team across multiple locations, and ensure effective management, engagement, development and support for all direct reports, including remotely.
• Foster an environment that is supportive of open communication and dialogue, sparring and learning and development, to ensure that we leverage all brains and hearts in the game.
• Lead and role model Maersk culture and values, including compliance with policies and standards.
  • Ensure succession and development plans are in place for critical roles, including own role.
  • Coach and develop direct reports for immediate and longer-term success and growth.

Experience & Expertise

• Has more than ten years’ experience leading a strategic Commercial team, in a global and matrix B2B or B2C organisation with successful and ongoing change and transformation.
• Has exceptional customer focus, consistently leveraging customer insights to drive decisions and achieve business results. Understands the value of integrated solutions and value-based selling. Cultivates a deep, proactive understanding of customer requirements and goals across supply chain.
• Has sound business acumen, particularly financial, commercial and operational understanding of supply chains.
• Experience in Nigeria logistics industries such as terminal or shipping is an advantage.
• Has a strategic mindset, with proven experience setting strategy and balancing shorter and longer-term goals. Anticipates and interprets market changes, envisions a compelling future, is able to see the big picture while balancing necessary details and makes decisions based on data.
• An advanced degree in business, marketing or related discipline.
• Fluency in English is required.

Leadership

• Is an exceptional leader who can inspire, engage and influence diverse people and capabilities to achieve extraordinary results.
• Co-creates purpose and meaning, and achieves outcomes in collaboration with the team and others.
• Has a compelling presence, and motivates and energises the organisation.
• Manages change and uncertainty well in a complex environment, and supports others to excel in such conditions.
• Is passionate about and excels in growing and developing people.

Culture Fit & Impact

• Thrives in a global matrix organisation, adeptly connecting opportunities and navigating across functions, managing local and global requirements and building relationships at all levels.
• Has exceptional communication and stakeholder management, building trust and partnerships.
• Is ambitious and self-motivated with high ownership, accountability and drive for results.
• Is committed to lifelong learning for self and others, continuously rethinking how we can improve.
• Embraces and sees the opportunities in change and challenges, pivoting quickly to come up with practical solutions and engage people behind the same. Exemplifies resilience and positivity.
• Has strong interpersonal skills and cultural sensitivity; is a team player and proactively shares knowledge and experience, provides support and develops and improves others.

Learning & career opportunities

• Visibility and exposure to terminal, regional and global management
• Commercial leadership
• Corporate decision making
• Top line responsibility
• Experience in strategy implementation
• Leadership skills
• Transformation

Career opportunities

• CCO in a larger terminal or group of terminals
• Managing Director of a terminal
• Global or regional Commercial position