AM Commercial & BD

Responsibility Areas

Key Activities Performed

Performance Indicators

1. Company Safety Policy

• Ensure compliance of company’s SHE policy in dealing with customer, PQA staff, Ship agents and surveyors.
• Under no circumstances, a commitment be made with customer compromising on safety policy or procedures.

Clear messaging to customers on safety police

Personnel and Process LI’s

2. Customer Relationship Management

• Conduct customer coordination meetings as per schedule to understand customer needs and meet with the customer demands within limitations.
• Establish contacts at various levels in customer organizations and maintain good relationship.
• Conduct regular meetings with customers at least once every month with every customer.
• Prepare minutes of meeting and visit reports within 48 hours and upload the same on CRM software, “CRM on Demand”.

Responsible for the upkeep of the CRM system and promptly acting on any update Requirement from Vopak Division/Global

Coordination with customers and ensure overall customer satisfation

NPS score

3. Complaint Management

• Responsible for promptly registering customer complaints by himself and by encouraging other interfaces of the company.

Ensure prompt start and closure on their complaint within 10 days of registering the complaints.

• Complaint logging
• Complaint closure

• Complaint logging-2 days
• Complaint closure-10 days

4. Customer Survey:

• Provide guidance to CLS coordinator to prepare list of customers and service providers survey list.
• Coordinate with Vopak on survey.
• Plan and execute Pre-survey meetings with customers.
• Follow up with customers and service providers to execute survey.
• Presentation of survey results to management.
• Preparation and execution of service improvement plan on survey results basis.

Coordination with customers and team to ensure best possible outcome

NPS score

5. Berth Planning & Scheduling

• Ensure the efficient utilization of jetty and storage facilities in coordination with Customers and Operator.
• Provide support to CLS Coordinator in making three months advance planning of berth schedule.
• Provide support to CLS Coordinator in fulfilling the daily dispatch reporting to various customers.
• Update GM C&BD on the jetty and storage utilization.
• Ensure that all the activities are planned according to the priorities and to advise all the customers for their Custom cleared / not cleared product status as per requirement.
• Responsible for preparation of schedule for utilities (water and nitrogen) and to take up the matter with concerned department in case of short receipts or delay in scheduled receipts.

Maintain update customer information about their yearly / monthly/ weekly / daily requirements, planned shutdown and future expansion plans and disseminate the same within the company for internal planning of any maintenance activity, business development strategy etc.

Ensure compliance of PQA requirements and EVTL’s policy

No major customer complaint / issue due to berthing issues

No reported non-compliance

6. Inventory Management

• Ensure effective and efficient inventory management to minimize the errors and provide timely reports to customers as per their needs and internal interfaces including the Terminal Manager.
• Responsible for periodic inventory reconciliation and adjustment (if required).
• Responsible for the prompt delivery of any surplus product identified in inventory reconciliation.
• Responsible for delivery reconciliation against each LPG shipment and accounting of the retained product.
• Responsible for providing detailed inputs to Accounts department for customer billing, especially in case of LPG ships, provide detailed daily inventory balances for storage charges beyond the hospitality period.
• Responsible for providing guidance and supervision in calculation and declaration of product received quantity from ship and facilitate signing of “Joint Dip Statement”
• Responsible to monitor and prepare the consumption report of utilities (mainly nitrogen and water) with proper allocation to all stored products.
• Responsible for timely reporting to GM Terminal of any discrepancy in the product stock quantities or utility consumption.

As per customer requirement

No customer complaint / overall customer satisfaction

7. Industrial & PQA Relations

• Responsible to develop and maintain good relations with all concerned departments of Port Qasim Authority and other Government agencies operating in PQA related to vessels and trucks.
• To ensure that major support and coordination is available from all the neighbor companies operating in case of any emergency situations

As per management guideline

No major hold-ups by the authorities

8. Digitilization:

• Manzil app implementation
• 100% customer adoption
• 85% utilization by June 2026

As per management guideline

No customer complaint / overall customer satisfaction

9. System Development

• Responsible to identify the areas for the development of procedures to the Commercial Manager and ensure the compliance.
• Responsible to develop reports and computer based information to expedite the decision making process.
• Responsible to develop plans to ensure effective utilization of CRM system.

As per management guideline

Level of automation utilized

10. Support for Other Vopak Initiatives

• Responsible to actively participate in the proper implantation of Vopak Initiatives such as KPI reporting, Stock controller etc.

As per Vopak guidelines

As per Vopak guidelines

11. WEBOC Transactions:

• Follow up with CLS coordinator and Operations for  WEBOC transactions including, Berthing, Sailing, Port Clearance and GD gate out.

As per customs guidelines

As per customs guidelines

Items

Unit

Value

Operating Budget items approved by this position

Nil

Revenue (sales) targets for this position

Cost of employees under your direction

Total no. of immediate subordinate positions

00

Overall capital expenditures that will be made in this immediate department / section / branch this year

What position makes the ultimate approval for the project and therefore the total budget

BOD

What position approves the actual item by item purchase of the individual items within the overall capital expenditure mentioned above

GM C & BD

Must-have Leadership Competencies

(Identify min 3 where Advance level is needed)

1. Putting People First: Advanced
2. Entrepreneurial: (Innovation, Value Creation & Decision-Making Skills) _______
3. Collaboration: Advanced
4. Execution: Advanced
5. Adaptability: Advanced

Must-Have Technical/ Functionals skills/ knowledge areas

(List max 6; ideally max 4 with Advance level)

• Customer relationships management
• Stakeholder management
• Verbal and written communication
• Analytical and critical analysis
• Report writing

Professional/ Sectoral Experience 

Minimum 5 years

Education & Technical Qualifications* 

Graduation (BBA, B Engg, BSc, B Com)