It's an interesting time for you to come on board at Vopak! Around the world, we connect the supply of and demand for vital products and resources. Energy that allows people to heat their homes and travel the world. Food for a growing planet. And chemicals for companies to use. Products that are vital to people’s lives. We ensure the safe, efficient and clean storage of such vital products. The global energy transition, the growing world population, and all new possibilities of emerging technologies make this a very interesting time to be doing business. If this global working environment appeals to you and you have the right skills and mindset, then apply now to become a part of our Vopak team.

Job Title

Commercial Manager- China / Vopak Sucheng （ Suzhou ） LNG Co., Ltd

Reports to the General Manager

Location at Zhangjiagang, Jiangsu, China

Purpose of the job

• To act as the commercial link between customers and the company organization.
• To expand business and develop potential customers to achieve the business target.
• To keep good relationship with customers.

Location Specific:

• To conclude and sign HOA and TUA with partner, to Assist GM with SIP and FIP preparation.
• To manage the TUA with annual contract value of about RMB 450 million, and to improve the standards of the contract over time in line with the development of the activities of the customer.

Job Function

Common:

• To achieve the objectives as agreed upon with his superior
• To work out commercial proposals and provide enough evidence for superior in making decision
• To negotiate with customers and prepare commercial contracts
• To develop the business and to use all opportunities to establish new expansion projects
• To manage and maintain the relationship with current and potential customers
• To collect all relevant information for a good execution of the job
• To track the situation of inventory and product quality
• To submit relevant business reports to GM in a timely and accurate manner

Location Specific:

• To be in charge of all commercial activities of Vopak Sucheng
• To gather relevant “commercial” information from other parties involved in the LNG storage industry.
• To inform the General Manager about market developments inside and outside China.
• Personal / Telephone or e-mail communication with (potential) customers, inquiries for services,
• information, etc. and to inform all relevant VSL departments timely about developments or requirements
• To provide Terminal (management) with customers’ product specifications and safe handling instructions.
• To advise the Terminal Manager about affairs which could lead to improved operational conditions
• To participate in Vopak China, Vopak Asia and Vopak Global commercial forums with regard to commercial developments in particular with regard to LNG

Main tasks and responsibilities:

• Manage relationships with existing and potential customers.
• Seek future market expansion opportunities.
• Manage and develop the commercial team to achieve business targets.
• Understand customer needs and optimize pricing policy and service.
• Accurately analyze China market trends and pursue opportunities for developing marketing plans and
• strategies.
• Develop and execute commercial plan for LNG in ZJG region.
• Contribute to the development and execution of the JV commercial strategy.
• Responsible for all commercial activities in coordination with Customer Service and Finance.
• Responsible for LNG revenue in JV ZJG.
• Improve the overall revenue through full analysis and provide actionable strategies to achieve this objective.
• Actively support LNG BD activity to assure that growth in ZJG region and amend infrastructure is in line with
• market needs.
• Actively support the LNG network of partnering organizations worldwide.
• Identify and follow up of prospects and leads.
• Coordinate the relationship with customers, relevant authorities and establish long term and stable
• cooperation with them.
• Ensure customer requirements are fully communicated and delivered to the relevant departments.
• Prepare JV budget and latest estimates and contribute to the commercial chapter in the China budget and
• quarterly reports.
• Drive and ensure the execution of the commercial process using applied methodologies within the partner
• organizations.
• Responsible for up-to-date and complete commercial data in existing and future systems.

Key Accountability

• Business strategy, plan and budget

Contributes to the development and after approval execution of the

overall business strategy and derived annual plan and budget.

• Commercial strategy, plan and budget

Develops and after approval executes the country / Opco

commercial strategy and related annual plan and budget in terms of

activities, resources and results for marketing and sales.

• Commercial control and reporting

Monitors the country commercial performance, provides feedback

and takes actions if needed, in cooperation with the local

management.

• Management & Organisation Ensures an effective commercial organisation with clear policies, procedures and standards and manages commercial staff meeting current and future requirements in quality and quantity. Contributes to the divisional (and global) commercial best practices.

Develops the right competencies for optimal functioning of the

commercial department by development of people and selection of

the right career path.

• Market Know How

Ensures market information and analyses of market trends,

competitors, key customers and makes information available within

the Vopak network, in order to ensure up to date and thorough

understanding of the market developments and present and future

needs of customers.

• Vopak’s Value Proposition

Develops and after approval implements a clear proposition of Vopak

to customers, including type of services, pricing, terms and

conditions, in cooperation with the operations and customer service

management and in line with the proposition of Vopak world wide

and specific customer needs.

• Sales Contracts

Coordinates offering, negotiation and entering into sales contracts for

(key) country / Opco customers and contributes to sales contracts

for global and regional Vopak accounts, ensuring targeted sales

performance.

• Account Management- Customer Relations Plans, coordinates, monitors, realises and maintains high level relationships with local key customers, stakeholders and relevant third parties, to understand their requirements and strategic directions for marketing purposes and to ensure market and customer know how. Contributes to KAM programs for Vopak worldwide.
• Customer Service Ensures correct execution of the (local) commercial contracts within the organisation, including financial and legal processing of the contract, in order to meet agreed customers requirements and Vopak’s internal efficiency.
• Business Development Develops BD initiatives and after approval contributes to the realization of local and or regional projects, in line with market trends and customer needs, in order to ensure value creating commercial propositions now and in the future.

Skill & Knowledge

• Able to deal with complexity of JV partner and relevant stakeholders
• In-depth knowledge and experience in commercial activities
• Knowledge of chemical industry and LNG industry
• Experience of the specific requirements of long term take or pay industrial contracts
• Good computer skill
• Capable of excellent communication in English
• Good communication and interpersonal skills
• Good management skills
• Good negotiation skills

• Education : University degree or above, Chemical, Energy, commercial or, marketing
• At least 5 years of experience in commercial and/Or BD
• LNG/industry knowledge
• Analytical skill and good PC skills is required.
• Fluent English skill both in oral and written.
• Character :

• Good planning skills
• Must work independent.

What we offer:

Every career at Vopak is given the opportunity to shine! When you join Vopak, you can count on:

• A challenging position with a high degree of responsibility in a Dutch multinational with a history over 400 years;

• Highly motivated colleagues;

• Room to grow through professional training and personal development opportunities at national and international level.