COMMERCIAL MANAGER

Salary : $157,320.00 - $209,760.00 Annually
Location : Port of Stockton, CA
Job Type: Full Time
Job Number: 2025-00065
Department: Operations
Opening Date: 04/04/2025

Description

DEFINITION

Under general direction and within the framework of Port policies, procedures, objectives and core values, the Commercial Manager leads a team of maritime business development professionals while taking primary ownership for maritime customer accounts (both existing and prospective), to develop the Port's profile, relationships, knowledge, and influence within the supply chain and end-user sector. Incumbent is responsible for managing commercial activities of the Maritime Operations Department and positively influencing and serving customers' businesses in order to sustain and improve the Port's long-term strategic business objectives through both spot and long-term cargo opportunities, while providing complex and responsible support to the Director of Maritime Operations in areas of expertise.

SUPERVISION RECEIVED AND EXERCISED
The Commercial Manager receives general direction from the Director of Maritime Operations. Exercises direct supervision over administrative staff.
CLASS CHARACTERISTICS
This is an at-will management classification (subject to employment agreement) responsible for planning, organizing, managing and reviewing commercial activities within the Maritime Operations Department. The incumbent performs specialized and complex work involving significant accountability and decision-making responsibilities, including strategy development, business planning, policy development, budget administration and reporting, and ensuring regulatory compliance. This position serves as a professional-level resource for organizational, managerial and operational activities while regularly interacting with Port management, public agencies, private organizations, regulatory bodies, and the public. Performance of the work requires the use of considerable independence, initiative, and discretion within broad guidelines.
Examples of Duties
REPRESENTATIVE JOB FUNCTIONS
Management reserves the right to add, modify, change, or rescind the work assignments of different positions and to make reasonable accommodations so that qualified employees can perform the functions of the job.
Business Development

• Generate profitable maritime business opportunities that directly impact positive Earnings before Interest and Taxes (EBIT) growth for the Port's maritime line of business, through business opportunities leveraged and contractual agreements closed.
• Lead the Port's pricing strategy for maritime services, including its annual public tariff review and revision process for maritime rates and related tariff items.
• Open, develop, and build strong customer and stakeholder relationships; increase the Port's market awareness of its advantages/disadvantages and service and facilities offerings to cargo owners, shippers, and carriers; and identify, evaluate, and act directly on profitable business opportunities.
• Budget, measure, and exceed strategic business and performance objectives (e.g., KPIs) for new customer relationships, existing customer accounts, and new business opportunities.
• Champion the development of a Port Customer Relationship Management (CRM) system to map customers, stakeholders, end-users, trade bodies, and industry associations; build and promote professional and industry relationships with business influencers.
• Suggest, arrange, and participate in customer engagement, relationship-building activities and related functions.
• Communicate and escalate business-critical information obtained from customer and stakeholder contacts as appropriate.

Marketing

• Formulate, benchmark, and execute an independent maritime market strategy which includes profitable rate development, both opportunistic and within the terms of commercial agreements.
• Generate market intelligence by maintaining extensive and updated knowledge on competitor activities, market drivers and externalities that influence the Port's maritime business.
• Collate and articulate effective feedback from stakeholders to identify trends, weaknesses and business opportunities that may assist in shaping the future of the Port's maritime line of business.
• Represent the Port to external audiences through frequent attendance/travel to industry events, trade shows, and customer visits with the ability to make presentations in a clear and compelling manner.
• Serve as the liaison and main point of contact between potential maritime customers, existing maritime customers, and other external and internal stakeholders; identify customer needs and develop operational plans.

Customer Engagement

• Responsible for overall service delivery to maritime accounts, often addressing ad-hoc issues with significant customer and stakeholder impact.
• Resolve customer concerns with Port maritime services in a manner equitable to all parties.
• Promote efficient communication between customer base, influential stakeholders, service providers, and Port staff, particularly as it relates to operational planning and execution of Port's contractual obligations and service delivery.
• Manage customer/stakeholder communication and expectations. Offer and negotiate cost-effective and actionable solutions to operational / financial challenges.

Billing and Claims

• Ensure accurate billing processes for maritime accounts and support timely collections.
• Manage customer financial relationships, including rate quotes, billing, and payment behavior of maritime accounts.
• Liaise with Director of Maritime Operations with respect to customer claims, working in close collaboration with other departments, such as Accounting and Finance and Risk Management, as needed and depending on the claim.

Rates & Pricing

• Devise pricing strategies that ensure the Port's competitiveness for tenant-related and discretionary cargoes.
• Make revisions, changes, and updates to the Port's public tariffs, both on an annual and as-needed basis in compliance with applicable requirements.
• Develop and maintain a competitor rate database (tariff rates) and track industry trends.
• Undertake comprehensive operational and financial analyses on complex business proposals and present outcomes and findings to the Director of Maritime Operations.
• Participate in and/or lead development of commercial agreements, including negotiations with existing and prospective maritime customers.

Management & Leadership

• Plan, manage, and oversee the daily functions, operations, and activities of assigned staff.
• Participate in the selection of, train (or coordinate), motivate, and evaluate assigned staff; establish performance requirements and provide coaching for professional development; work with employees to correct deficiencies; recommend and implement discipline and termination procedures.
• Provide highly complex staff assistance to the Director of Maritime Operations; prepare and present staff reports and other written materials; supervise the establishment and maintenance of working and official division files; ensure the proper documentation of operations and activities.
• In collaboration with other members of the management team, participate in the development of strategic goals and objectives for the Port's maritime line of business; develop and implement department business plans, processes, procedures, and policies required to achieve strategic initiatives and objectives.
• Develop and manage requests for proposals for professional and/or contracted services; prepare scope of work and any technical specifications; evaluate proposals and recommend award; negotiate contracts; administer contracts to ensure compliance with Port specifications and service quality.
• Develop and standardize procedures and methods to improve and continuously monitor the efficiency and effectiveness of assigned programs, service delivery methods, and procedures; assess and monitor workload, administrative and support systems, and internal reporting relationships; identify opportunities for improvement and make recommendations to the Director of Maritime Operations.
• Perform project management responsibilities; develop logical and efficient project plans; establish priorities; monitor and manage task completion; anticipate and avoid problems; work collaboratively and cooperatively with team members and user groups to ensure project accountability.
• Attend meetings and present analytical information and recommendations to management in order to influence future processes and procedures that improve performance.
• Use data analysis to inform day-to-day decisions and prioritize work in alignment with operational requirements.
• Participate in the development, administration, and oversight of the department budget; determine funding needed for staffing, equipment, materials, and supplies; ensure compliance with budgeted funding.
• Ensure assigned staff observe and comply with all Port and mandated safety rules, regulations, and protocols.

Minimum Qualifications
QUALIFICATIONS

Knowledge of:

• Port operations, support functions, and related information systems.
• Principles, practices, and techniques involved in the promotion, marketing, and operation of a large maritime facility.
• In-depth familiarity with shipping, stevedoring, overland transport and logistics (road, rail, warehousing, transloading) and established networks of contacts within these industries.
• Detailed knowledge of Port pricing and rate-setting strategies, including the structuring of rates, pricing methods, procedures, or equivalent.
• General accounting and billing practices and procedures.
• Principles and practices of sales, marketing, and business development.
• Principles and practices of budget development and administration.
• Principles and practices of contract administration and management.
• General principles of risk management related to the functions of the assigned area.
• Organization and management practices as applied to the development, analysis, and evaluation of programs, policies, and operational needs of the assigned area of responsibility.
• Principles and practices of leadership.
• Detailed understanding of resource requirements in order to achieve optimization of resources.
• Financial analysis, contract negotiation, and strategic planning.
• Principles, practices, and techniques involved in effective collaboration and communication to build and foster a strong team environment and promote positive internal working relationships by cultivating trust integrity, respect, accountability and professionalism.
• Conflict resolution techniques and effective people management skills.
• Principles and practices of employee supervision, including work planning, assignment review and evaluation, discipline, and the training of staff in work procedures.
• Administrative principles, practices, and methods including goal setting, program development, implementation and evaluation, policy and procedure development, quality control, and work standards.
• Applicable federal, state, and local laws, codes, and regulations as well as industry standards and best practices pertinent to the assigned area of responsibility.
• Port and mandated safety rules, regulations, and protocols.
• Methods and techniques of preparing technical and administrative reports, and general business correspondence.
• Techniques for providing a high level of customer service, by effectively dealing with the public, vendors, contractors, and Port staff.
• The structure and content of the English language, including the meaning and spelling of words, rules of composition, and grammar.
• Modern equipment and communication tools used for business functions and program, project, and task coordination, including computers and software programs relevant to work performed.

Desirable:

Federal, State, and local laws applicable to Port Districts and employment laws applicable to personnel management.
Ability to:

• Develop and execute business strategies to grow revenue and market presence.
• Analyze and interpret relatively complex statistics and data in a logical and succinct manner, including the use of spreadsheet based modeling and analytical techniques.
• Negotiate agreements with stakeholders to maximize profitability.
• Interpret tariffs for customers, tenants, and Port staff.
• Oversee claims analysis and billing processes.
• Perform mathematical calculations quickly and accurately.
• Effectively lead, mentor, and develop a high-performing team.
• Select and supervise staff, provide training and development opportunities, ensure work is performed effectively, and evaluate performance in an objective and positive manner.
• Develop and implement goals, objectives, practices, policies, procedures, and work standards.
• Provide administrative, management, and professional leadership for assigned staff.
• Prepare and administer complex budgets and allocate resources effectively; allocate limited resources in a cost-effective manner.
• Handle multiple tasks from inception to completion, work pressure and meet deadlines, with ability to set priorities and be self-motivated, take initiative and exercise sound independent judgment in making decisions and recommendations within general policy guidelines.
• Work collaboratively with internal and external stakeholders.
• Identify and respond to issues, concerns, and requests from employees, stakeholders and vendors, executive team members, and others with sensitivity and impartiality.
• Prepare clear and concise reports, correspondence, policies, procedures, effective training and presentations including Board level material, and other written materials.
• Research, analyze, and evaluate new service delivery methods, procedures, and techniques.
• Oversee staff's use of filing, record keeping, and tracking systems.
• Use tact, initiative, prudence, and independent judgment within general policy and procedural guidelines.
• Effectively apply problem solving skills to identify issues and problems, evaluate alternatives, develop appropriate solutions, and take decisive action to resolve disputes and issues.
• Understand, interpret, and apply all pertinent laws, codes, regulations, policies and procedures, Port tariffs and standards relevant to work performed.
• Effectively represent the department and the Port in meetings with governmental agencies; community groups; various business, professional, and regulatory organizations; and in meetings with individuals.
• Communicate clearly and concisely, both orally and in writing, using appropriate English grammar and syntax.
• Establish, maintain, and foster positive and effective working relationships with those contacted in the course of work.
• Effectively use computer systems, software applications relevant to work performed, and modern business equipment to perform a variety of work tasks including proficiency in MS Office, including Word and Excel, Outlook and other related applications.
• Become thoroughly knowledgeable about the Port of Stockton's facilities and services within a reasonable time period.

Education and Experience:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.
Education:

• Equivalent to a bachelor's degree in Business Administration, International Business, Logistics, or a closely related field.
• A relevant graduate-level degree (e.g., MBA) is desirable.

Experience:

• Minimum of 10 years' progressively responsible professional experience in operational and/or commercial roles in logistics, transportation, and/or supply chain management. Direct maritime industry experience is strongly preferred.
• At least 3 years of related experience in supervisory or management capacity overseeing direct reports.

Licenses and Certifications:

• Possession of a valid California driver's license, to be maintained throughout employment.
• Possession of a valid Transportation Worker Identification Credential (TWIC), to be maintained throughout employment.

PHYSICAL DEMANDS AND WORKING ENVIRONMENT

The conditions herein are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

Physical Demands:

• Must possess mobility to work in a standard office setting and use standard office equipment, including a computer; vision to read printed materials and a computer screen; and hearing and speech to communicate in person and over the telephone; ability to stand and walk between work areas is required. Finger dexterity is needed to access, enter, and retrieve data using a computer keyboard or calculator and to operate standard office equipment. Positions in this classification occasionally bend, stoop, kneel, reach, push, and pull drawers open and closed to retrieve and file information. Must be able to operate a motor vehicle for travel to offsite locations, meetings, and customer visits, if required.

Environmental Conditions:

• Employees work in an office environment with moderate noise levels, controlled temperature conditions, and no direct exposure to hazardous physical substances. Employees may interact with upset staff and/or public and private representatives in interpreting and enforcing departmental policies and procedures.

Working Conditions:

• Occasional to frequent vehicle or air travel. Occasional evening or weekend attendance at events and related functions as needed.
• Port employees are expected to respond as a Disaster Services Emergency Worker (California Government Code Section 3100-3109).

The Port of Stockton offers competitive salaries and an excellent benefits package, including: Medical, Prescription, Dental and Vision coverage, Money Purchase Pension Plan (non-CalPERS retirement), Deferred Compensation Plan, Paid Life, AD&D, Short Term and Long Term Disability Insurance, Education Assistance, Paid Vacation, Sick Leave and Holidays. Robust voluntary benefit options.
01

What is your highest level of academic achievement?
02

Describe your relevant experience, including roles held and types of responsibilities, that demonstrates 10 years of progressively responsible professional experience in operational and/or commercial roles in logistics, transportation, maritime, or supply chain management.
03

Describe your direct experience in the maritime or port operations industry (e.g., working with shippers, carriers, terminal operators, or port authorities).
04

Describe your experience in a supervisory or management role overseeing direct reports.
Required Question