Director, Commercial

**This position is for PaxOcean Group, a company under Kuok (Singapore) Limited.**

**Position Summary**
- Member of the PaxOcean management team, accountable for the development and execution of commercial strategy for ship repair, conversion and new build for the three shipyards in Singapore, China and Indonesia to deliver target revenue and profit margin to drive business growth and maximise profitability of PaxOcean Group
- Manages the commercial team of 100 staff including marketing, sales and sales operation located across the three countries, working closely with each of the shipyard Director to jointly deliver the P&L of each of the shipyards
- Key account management developing and managing brokers and direct customers in delivering the desired revenue and margin
- Continuously reviewing the customers mix and job mix to drive improvement in securing top tier customers and higher value job Accountable for the negotiation and execution of the commercial contracts with support of the corporate functions e.g., legal, tax, finance in negotiating a robust commercial contract

**Tasks and Responsibilities**
- Develop and execute commercial strategies to meet revenue and margin targets for ship repair, conversion, and newbuild for PaxOcean Group
- Strategic key account management cultivating and maintaining strong business relationships for direct customers and brokers, across the Group
- Accountable for the negotiation and execution of commercial contracts, collaborating with cross functional teams including finance, legal, tax, credit, and sanction. etc to ensure robust contracts being implemented
- Accountable for credit management, invoicing, collection from customers and managing bad debt risk to as low as possible
- Monitor market trends, customers demand and competitive landscape to identify potential opportunities or risks to mitigate
- Manage a commercial team of marketing, sales, and sales operation staffs, to deliver the annual sales target
- Responsible for coaching and developing the commercial team and accountable for building the bench strength for succession planning and business continuity
- Evaluate and/or continuously optimise sales processes, procedures and systems, initiate & implement changes, and improvements

**Major Challenges**
- Working to deliver the short-term financial performance whilst building and maintaining a customer base in a highly competitive industry with the right customer value proposition
- Require working closely with respective shipyard directors to jointly deliver the P&L
- Ability to work across different cultures given that the businesses are operating in Singapore, China, and Indonesia as well as corporate functions.

**Key Decisions**
- Deliver an estimated annual revenue of US$310m, and annual contributing margin of US$98m
- Balancing financial deliverables vs. regulatory constraints
- Bachelor’s degree (Science, Engineering and/or Information Technology preferred); or equivalent work experience.
- Minimum 15 years' experience in senior commerical management role in Shipyards
- Bachelor's degree and master's degree is an added advantage
- In depth knowledge of the Maritime industry, especially Shipyards; including market trends and regulatory framework
- Extensive exposure, track record and knowledge of complex commercial contract management.
- Strong business acumen with the ability to analyse complex data / issues and make informed decisions
- Excellent negotiation, communication, and interpersonal skills
- Results-oriented mindset with a focus on achieving targets and driving growth
- Strong leadership skills and ability to lead and manage a team