Marketing

1. Job
Description
DATE: February, 1st, 2010
JOB TITLE: V.P. COMMERCIAL & MARKETING
REPORTS TO: CHIEF EXCECUTIVE OFFICER
DEPARTMENT: COMMERCIAL
LOCATION: MANZANILLO
1. GENERAL PURPOSE OF THE POSITION:
TO PLAN, EXCECUTE AND CONTROL THE COMMERCIAL AND MARKETING ACTIVITIES
FOR THE COMPANY ON ITS VARIOUS PORTS AND BUSINESS CENTERS, BY
ELABORATING, IMPLEMENTING AND EXCECUTING STATEGIC PLANING ACCORDING TO
THE OBJECTIVES OF THE COMPANY.
2. MAIN RESPONSIBILITIES :
a) TO ELABORATE STATEGIES AND ACTION PLANS TO REACH THE COMPANY’S
REVENUE AND VOLUME OBJECTIVES.
b) TO DEVELOP COMMERCIAL STATEGIES ACCORDING TO EACH PORT AND
BUSINESS AREA.
c) TO ENSURE THE FULFILMENT OF TARGETED REVENUE AND MARKET SHARE.
d) TO DEVELOP NEW BUSINESS OPPORTUNITIES, JOINT VENTURES AND
AGREEMENTS WITH CUSTOMERS, VENDORS AND COMPETITORS WITH THE AIM OF
SECURING LONG TERM CONTRACTS.
e) TO HAVE AN ACTIVE ROLL ON CONVENTIONS AND TRADE EVENTS AS PART OF
THE MARKETING PLAN.
f) TO MAINTAIN A CLOSE RELATIONSHIP WITH CUSTOMERS UNDERSTANDING THEIR
PARTICULAR NEEDS AND TRANSMITTING THEM TO THE OPERATIONAL AREAS.
g) TO KEEP A CLOSE INTERACTION WITH THE OPERATIONAL AREAS IN ORDER TO
REACH CUSTOMER SATISFACTION.
h) TO KEEP A CLOSE RELATIONSHIP WITH THE FINANCE AREA ASSURING THAT THE
ACCOUNTS RECEIVABLE ARE WITHIN THE ESTABLISHED CREDIT TERMS (IF ANY)
AND IF THEY ARE NOT, WORK TOGETHER WITH THEM IN ORDER TO KEEP
COMPANY ACCOUNTS CURRENT.
i) KEEP THE RATE CATALOG UPDATED AT ALL TIMES REFLECTING EVERY SINGLE
NEGOTIATION WITH CUSTOMERS AND ENSURING ACCURATE BILLING.
j) SELL, SELL, SELL.
k) TO COORDINATE WITH THE SENIOR VICEPRESIDENT THE COMMERCIAL
STRATEGIES FOR THE CONTAINER TERMINAL AND NEGOTIATE NEW CONTRACTS,
AS WELL AS RE-NEW EXISTING AGREEMENTS WITH CUSTOMERS.
l) DESIGN MARKETING AND NEGOTIATING STRATEGIES PER MARKET SEGMENT.
m) CLOSE MONITORING OF VOLUME AND REVENUE RESULTS PER BUSINESS
SEGMENT AND CUSTOMER, IDENTIFYING DEVIATIONS AND IMPLEMENTING
CORRECTIVE ACTIONS WHERE APPLICABLE.
n) ELABORATE YEARLY BUDGETS AND MONITOR SAME PER MONTH AND QUARTER.
REVENUE AND P/L ANALYSIS ARE ALWAYS TO BE CONSIDERED.
SSA-RH-FM-003

2. o) DEVELOP MARKETING CAMPAINGS AND IMAGE CAMPAIGNS OF SSA MEXICO
THROUGH SPECIALIZED MEDIA, WEB PAGE, FLYERS, PROMOTIONAL SOUVENIERS
AS WELL AS PARTICIPATING ON TRADE SHOWS AND CONVENTIONS.
p) WORK HAND BY HAND WITH CUSTOMERS, ADVISING OF THE BEST OPERATIONAL
AND LOGISTICAL ALTERNATIVE THEY MAY HAVE FOR PARTICULAR OPERATIONS.
q) GET ACCURATE FEEDBACK FROM CUSTOMERS AND USE THAT FEEDBACK FOR
CUSTOMER SATISFACTION ANALYSIS. TAKE CORRECTIVE MEASURES WHERE
APPLICABLE WITH THE RELATED AREA.
r) ANALYIZE MARKET TRENDS AS WELL AS CLOSE MONITOR COMPETITORS IN
ORDER TO ACHIEVE TARGETED MARKET SHARES PER BUSINESS SEGMENT.
s) KEEP SSA MEXICO AND SSA MARINE MANAGEMENT DULY AWARE OF
NEGOTIATIONS UNDER WAY.
t) IDENTIFY NEW CUSTOMERS.
u) TO NEGOTIATE AGREEMENTS AND CONTRACTS WITH CUSTOMERS, VENDORS
AND COMPETITORS, WHERE APPLICABLE.
v) DETERMINE TARIFF RATES IN ACCORDANCE WITH THE MARKET AS WELL AS THE
PROFIT MARGIN DETERMINED BY SSA MEXICO’S BOARD.
w) KEEP STATISTICAL DATA OF SSA MEXICO’S VOLUMES AND MARKET SHARE AS
WELL AS COMPETITORS.
x) WORK CLOSELY WITH THE OPERATIONAL AREAS IN ORDER TO DETERMINE
ACCURATE COSTING OF THE OPERATIONS AS WELL AS DETERMINE
OPPORTUNITY AREAS WHERE PRODUCTIVITIES COULD BE ACHIEVED THROUGH A
PROPER NEGOTIATION WITH CUSTOMER. GET FEEDBACK FROM SUPERVISORS
AND MONITOR THE REDUCTION OF CARGO DAMAGES IN COORDINATION WITH
CUSTOMERS.
y) WORK TOGETHER WITH THE PROJECT AND FINANCE DIVISION ON NEW PROJECTS
AND CAPEX ANALYSIS, PROVIDING THE NECCESARY MARKET INPUT WHERE
NEEDED.
z) MONITOR ACCOUNTS RECEIVABLE AND TAKE ACTION WHEN REQUESTED.
aa) IN THE CONTAINER TERMINAL, KEEP THE SYSTEM TARIFF CATALOG UPDATED FOR
BILLING PURPOSES.
3. SUBORDINATE POSITIONS
COMMERCIAL MANAGER - VERACRUZ
COMMERCIAL REP – MEXICO CITY
COMMERCIAL MANAGER – MANZANILLO
CUSTOMER SERVICE MANAGER - MANZANILLO
4. MAIN INTERNAL AND EXTERNAL RELATIONS OF THE POSITION.
INTERNAL PERIODICITY PURPOSE
ALL AREAS DAILY TO KEEP A CLOSE
COMMUNICATION WITH ALL
AREAS TO ACHIEVE THE
GOALS OF SSA MEXICO
SSA-RH-FM-003

3. EXTERNAL
CUSTOMERS
AUTHORITIES (API AND OTHER GUVERNMENTAL ENTITIES).
COMPETITORS
VERDORS
ASSOCIATIONS
TRADE GROUPS
PUBLICITY FIRMS
5. – ORGANIZATION STRUCTURE:
6. REQUIRED KEY SKILLS
• EXTROVERTIVE.
• CREATIVE.
• ANALYTICAL.
• MEDIATOR.
• LEADER.
• PROACTIVE.
• EVEN TEMPER EVEN UNDER STRESS CONDITIONS.
• HONEST.
• TRUSTFULL
7. EXPERIENCE REQUIRED
• BACHELOR IN ADMINISTRATION OR SIMILAR
• 10 YEAR EXPERIENCE ON COMMERCIAL AND MARKETING ACTIVITIES
• KNOWLEDGABLE IN THE SHIPPING INDUSTRY.
• STRATEGIC PLANNING AND ACTION PLAN EXPER IENCE
• PROJECT DEVELOPMENT EXPERIENCE
SSA-RH-FM-003
V.P. Marketing
CUSTOMER SERVICE
MANAGER – MANZANILLO
COMMERCIAL
REP. MEXICO
CITY
GENERAL DIRECTOR
MEXICO
CUSTOMER
SERVICE
ASSISTANT
SENIOR VICE
PRESIDENT
SSA INTERNATIONAL
COMMERCIAL
MANAGER -
MANZANILLO
COMMERCIAL
MANAGER -
VERACRUZ
CUSTOMER
SERVICE
ASSISTANT

4. • ENGLISH AND SPANISH LANGUAGES: 100%.
8.-AUTHORIZATIONS
IMMEDIATE CHIEF SUPERIOR IMMEDIATE
CHIEF
IKER ALLISON
V.P. Marketing
Gene Smith
General Director
SSA-RH-FM-003