Location: Fareham, Hampshire (with regular UK and international travel)
Contract: Full-Time, Permanent
Reporting to: Head of Account Management
About Compass Supply Solutions
Compass Supply Solutions Limited is a leading distributor of premium beverage brands and ambient food products to the global travel and hospitality sectors. Operating from our base in Fareham, Hampshire, and underpinned by ISO9001:2015 certification, we serve cruise lines, ferry operators, airlines, airports, rail operators and travel retailers across the UK and internationally.
Our maritime capability is a core part of who we are. With bonded and duty-paid warehousing, a flexible logistics infrastructure, and deep expertise in the operational complexities of supplying vessels at sea, we have established a trusted reputation as a reliable, agile partner to some of the world's leading cruise lines, ferry operators and ship chandlers. We deliver directly to vessels and consolidators at major UK and international ports, accommodating the most demanding docking schedules with precision and reliability.
Role Overview
We are looking for an experienced and commercially driven Key Account Manager to take ownership of our Maritime Division accounts, with a specific focus on cruise lines, ferry operators and ship chandlers. Reporting to the Head of Account Management, this is a high-profile role at the centre of one of CSS's most strategically important and fastest-growing commercial divisions.
You will manage and develop a portfolio of key maritime accounts, acting as the principal commercial contact and trusted partner for some of the world's most recognised cruise and ferry brands. You will be responsible for delivering strong revenue growth, deepening existing relationships, and identifying new business opportunities across the global maritime sector. This role demands a proactive, commercially astute individual with a genuine understanding of the unique operational and logistical demands of supplying vessels at sea.
Key Responsibilties:
Account Management and Commercial Development
Own, manage and grow a portfolio of strategic maritime accounts including cruise lines, ferry operators and ship chandlers, serving as the primary commercial contact for all day-to-day and strategic matters.
Develop and execute tailored account plans for each key client, driving volume growth, range expansion and improved commercial terms in line with business targets.
Build deep, trusted relationships with procurement teams, fleet managers, provisioning departments and senior stakeholders within client organisations.
Proactively identify and convert new business opportunities within existing accounts and across the wider maritime sector, including international cruise lines, passenger ferry operators and river cruise companies.
Negotiate commercial agreements, pricing structures, supply contracts and promotional arrangements, consistently achieving outcomes that drive profitability and long-term partnership value.
Deliver against annual revenue, margin and volume targets, with full commercial accountability for the Maritime Division account portfolio.
Maritime Operations & Logistics Coordination
Develop a thorough working knowledge of port operations, vessel docking schedules and maritime provisioning logistics to ensure CSS can service clients with maximum reliability and flexibility.
Liaise closely with the CSS operations and logistics teams to coordinate the timely delivery of bonded and duty-paid products directly to vessels, consolidators or port facilities in line with client schedules.
Manage client-specific supply requirements including bonded goods handling, customs documentation, duty-free product supply and compliance with maritime excise regulations.
Act as the commercial escalation point for any supply, delivery or quality issues affecting maritime accounts, coordinating internally to resolve matters promptly and to the client's satisfaction.
Support the development of integrated ordering systems and bespoke logistical solutions tailored to the provisioning processes of individual cruise and ferry clients.
Work closely with the buying team to ensure the CSS product portfolio — spanning premium beverages, wines, spirits, beers and ambient food products — is optimally positioned to meet the needs of maritime clients.
Identify category gaps, range development opportunities and demand for exclusive or own-label products within the maritime channel.
Stay informed of product trends, regulatory changes and consumer preferences within the cruise and ferry beverage sector, feeding insight back into commercial and buying strategy.
Support the introduction of new supplier brands and product ranges relevant to the maritime channel, leveraging CSS's direct brand partnerships to create competitive and differentiated client offerings.
Provide regular account performance reports, revenue forecasts and commercial updates to the COO, including pipeline activity and new business progress.
Monitor competitor activity, market trends and emerging opportunities within the global maritime provisioning sector, contributing to the strategic development of the Maritime Division.
Represent CSS at relevant maritime industry events, trade exhibitions and client meetings, including international port and cruise sector forums.
Contribute to the ongoing development of the Maritime Division's commercial strategy, offering market-led insight and customer intelligence to inform direction.
Person Specification
Demonstrable experience in a key account management or senior sales role, with direct exposure to the maritime, cruise, ferry or ship chandlery sector.
Proven track record of managing and growing complex accounts, consistently achieving revenue and margin targets.
Strong understanding of the operational requirements of supplying cruise lines, ferry operators or vessels at sea, including bonded goods, duty-free supply and port logistics.
Excellent relationship-building and stakeholder management skills, with the ability to operate credibly and influentially at procurement, operations and senior management level.
Strong commercial and financial acumen, including experience negotiating supply contracts, pricing structures and trading terms.
Self-motivated, proactive and comfortable working independently to manage a geographically dispersed account portfolio.
Willingness and ability to travel regularly, including to UK and international ports and maritime industry events.
Existing network of contacts within the cruise line, ferry operator or ship chandlery community.
Experience supplying premium beverages, wines, spirits, beers or ambient food products within a maritime or travel catering context.
Knowledge of bonded warehouse operations, excise duty regulations and maritime customs compliance.
Familiarity with provisioning logistics and supply chain coordination for vessels operating on international itineraries.
Experience working with Sage or a comparable ERP/CRM system for account and order management.
We offer
Competitive salary commensurate with experience.
Performance-related bonus scheme.
Full-time, permanent position based from our Fareham, Hampshire headquarters.
25 days annual leave plus bank holidays.
Company pension scheme.
The opportunity to take ownership of a strategically significant and growing division within an established, ISO9001-certified business.
Direct access to senior leadership, with real influence over the commercial direction of the Maritime Division.
A collaborative, expert team environment built around sector specialists who are genuinely passionate about what they do.
The chance to work with some of the world's most recognised cruise and ferry brands as part of a business that prides itself on going beyond the transaction.
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