Director of Commercial

The Director, Commercial plays a critical role in managing customer relationships and driving commercial performance across the Container, RoRo, and Breakbulk business segments. This role is instrumental in both the external-facing and internal-facing execution of Terminal Services Agreements (TSAs), overseeing the entire lifecycle from initial drafting to compliance and renewal. A key function of this role is key account management-serving as a trusted advisor and main point of contact for regional and local procurement and operations teams of ocean carriers and ensuring consistent alignment with internal stakeholders across Ports America.

This position collaborates closely with leadership in Commercial, Legal, Operations, and Finance to ensure that commercial contracts reflect business strategy, meet service level expectations, and comply with all legal and regulatory standards. The ideal candidate is a confident communicator and problem-solver with a strong background in customer communications, port and terminal operations, and commercial contract oversight.

Key Responsibilities:

Customer & Local Stakeholder Relationships

• Act as the primary relationship manager for procurement and operational representatives from ocean carriers in the Container, RoRo, and Breakbulk markets.
• Champion a customer-centric approach by proactively identifying service challenges, coordinating responses, and ensuring service delivery aligns with contract terms.
• Represent the Commercial team in customer meetings, lead follow-ups, and deliver clear, timely communication on performance and commitments.
• Collaborate with internal stakeholders-Commercial VPs, terminal General Managers, Operations, and Safety-to align commercial objectives with operational execution and foster long-term customer loyalty.

Contract Lifecycle Management

• Own the full lifecycle of Terminal Services Agreements (TSAs) including rate sheets: drafting, negotiating, coordinating approvals, executing, and monitoring compliance.
• Ensure contracts are aligned with corporate templates, commercial objectives, and legal guidance
• Maintain contract databases and tracking tools to monitor expiration, renewal timelines, incentive programs and performance triggers
• Support periodic audits of contract/tariff compliance and ensure timely resolution of discrepancies

Commercial Leadership

• Contribute to the development of Ports America's commercial strategy, identifying growth opportunities across lines of business and contributing to analysis of market trends to inform pricing and partnership decisions
• Develop and validate pricing, service commitments, and volume incentives in collaboration with strategic commercial leaders.
• Partner with Finance to ensure accurate billing, dispute resolution, and revenue recognition; support collection efforts via monthly AR aging reviews.
• Contribute to budgeting and forecasting processes, including updates to value creation plans (VCPs) and commercial KPIs.
• Provide visibility into contract performance through reporting on safety metrics, damage rates, and compliance risks.
• Support alignment of commercial activities with Ports America's ESG and sustainability objectives, including responsible business practices, emissions tracking, and customer collaboration on environmental initiatives
• Serve as a liaison with the Value Added Services team to support and facilitate BCO-related initiatives and engagements.
• Ability to travel up to 20-30% domestically and internationally

Continuous Improvement

• Identify process gaps or contract management inefficiencies and drive improvements to documentation, communication flow, and internal controls
• Champion the use of analytics and digital platforms to improve contract visibility, customer engagement, and performance tracking.
• Participate in stakeholder outreach and assist in evaluating or leveraging a CRM system for relationship management.
• Explore innovative solutions to enhance commercial responsiveness and accuracy.

Minimum Qualifications:

• Bachelor's degree in Business Administration, Supply Chain, Maritime, or related field
• 8-10+ years of experience in contract management, account management, or commercial operations within maritime, ports, or transportation logistics

Preferred Qualifications:

• In-depth understanding of port and terminal operations, container shipping practices, and maritime logistics.
• Proven ability to manage and execute complex commercial contracts, including TSAs, SLAs, and pricing schedules.
• Exceptional communication and interpersonal skills; able to manage stakeholders at all levels and across disciplines.
• Highly organized, detail-oriented, and comfortable managing multiple deadlines
• Proficient in Microsoft Office and contract management software

Success Profile/Ideal Candidate Traits:

• Operationally savvy with a strong commercial acumen.
• Clear and persuasive communicator in both written and verbal formats.
• Proactive and team-oriented with strong cross-functional collaboration skills.
• Committed to customer success and delivering measurable business value.
• Adept at balancing tactical execution with strategic thinking.

PAY Transparency: $180-200k (Final compensation will be based on experience, skills, and internal equity).

Location: Open to any Ports America location and/or remote work within a state where Ports America operates

NOTE:This job description is not intended to be all-inclusive. Employees may perform other related duties as needed to meet the ongoing needs of the organization.

Ports America is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race; color; religion; national origin; sex (including pregnancy); sexual orientation; gender identity and/or expression; age; disability; genetic information, citizenship status; military service obligations or any other category protected by applicable federal, state, or local law.

This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US.

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