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DM Commercial & Business Development

Date: Nov 24, 2025

Location:

Company: Engro Vopak Terminal Limited

Job Purpose

Deals with customer on day-to-day inventory, shipping, logisics, complaint handling, thus providing a centre point of contact to all customers
Supporting Manager Commercial in LPG business / operational support mainly and coordination
Internal and external reporting as per Vopak and Engro guidelines
Improves relationship with customer.
Drafting and management of commercial contracts
Clearly understand the commercial contracts, company philosophy, objectives and targets and implement the same in building relationship with customers, working in close contact with Terminal Manager.
Supervises CLS Coordinator and provide him the guidance to prepare three months advance berth occupancy schedule, daily dispatches and monthly / yearly inventory reports and reconciliation.
Working on new opportunities with Manager commercial (currently EDC, MGPA, Propane)

Key Accountabilities & Performance Indicators

(Maximum 12/14 accountability statements in the form of verb/noun/result area). This section should answer the question “What are the main areas in which this job must get results in order to achieve its Purpose. Check for a link between the items listed and the KPIs of the organization)

Responsibility Areas	Key Activities Performed	Performance Indicators
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
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
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
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
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
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
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
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
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
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

Budget Responsibility

(Financial items which this position is accountable for or has a strong impact on. The money amount should be on an annual basis, rounded to nearest thousand, ten thousand, etc. Accountability for revenue and expenditure should be included)

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	01
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

*Number may change based on the business requirements and growth agenda. Please describe any other financial or money amount items that will help to understand the impact of this job.

NOTES: For subordinate positions, please don’t include money amounts which are for the whole department, or for the supervisor / manager position. If this position in fact does not approve budgets, or budget expenditure, or if this position does not have direct sales / revenue targets, then the above items should be blank.

Frameworks, Boundaries and Decision-Making Authority:

(Define the nature of policy/procedure/instruction constraints and the nature of reporting relationships with line manager as well as any relevant sign-off authorities)

Own Decisions (Types of decisions the incumbent can make)

As per Limits of Authority Manual
Daily/monthly inventory reports to customers and internal customers,
Berth Occupancy Schedule (BOS) update and issuance,
Collection of data as per requirement of Deputy Manager Commercial.

Types of decisions referred to higher authority or decisions which are controlled by policy

1. - As per Limits of Authority Manual
  - Annual leaves and overseas travel
  - Change in working procedure
  - Hospitality charges waiver as per Hospitality policy
  - Release of retention product as per Retention policy
  - LPG swapping between customers as per Swap policy
  - LPG physical aduit waiver
  - LPG product handling waiver as per Credit policy

The review of the work expected from this position

Physical inventory reporting
BOS
Customer complaints
Internal and external report

What position(s) gives any further specific (formal) advice or guidance to this position

Commercial Manager
GM C & BD

Communication and Working Relationships

(Describe the purpose and nature of the main internal and external contacts, excluding line manager and direct reports, which are necessary to perform the job)

Main internal stakeholders:

Terminal (mainly operations and maintenance)
Management

Main external stakeholders:

Surveyors and agents providing services at Terminal on behalf of customers. Close contact has to be maintained with respective customer representatives for smooth running of services and share the possible improvements or deficiencies being faced.

Customers

Key Challenges

(Briefly describe the most difficult and complex aspects, the main challenges of the Job and/or other significant features not covered elsewhere.)

Managing multiple stakeholders / customers on a shared jetty
Managing multiple stakeholders on a shared LPG storage
Securing tankages from customers for out of service inspections
Drafting and managing contracts as per Vopak guidelines

Knowledge, Skills & Abilities, Experience [KSAE] required

(Describe the minimum level of Knowledge, Years of experience and Must-Have Leadership and Technical/Functional skills)

Skills / Abilities & Key Knowledge Areas

Must-have Leadership Competencies

(Identify min 3 where Advance level is needed)

Putting People First: Advanced
Entrepreneurial: (Innovation, Value Creation & Decision-Making Skills) _______
Collaboration: Advanced
Execution: Advanced
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

Experience & Education (& Technical Qualifications if applicable)

Professional/ Sectoral Experience –

(Must mention relevant)

Minimum 5 years

Education & Technical Qualifications*

(List must-haves & preferable)

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

Character-based leadership is the cornerstone of our value-driven culture at Engro. We aim to create meaningful impact through desired behavior, exceptional service, and a high sense of responsibility

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