About Marcura
Marcura is a global leader in maritime technology and operations, supporting nearly one‑third of the world's seaborne commodity trade. Our trusted platforms which span software, data intelligence and payments sit at the centre of digital transformation across the maritime industry. We are now seeking a Commercial Manager to join our high‑impact team and contribute to the success of one of the sector's most forward‑looking organisations.
About the Role
The Commercial Manager is a member of the global Marcura Sales Team (MST) and is responsible for driving new business for Marcura Compliance, with a primary focus on cross-selling compliance solutions within the existing Marcura client ecosystem. The role supports customers' compliance requirements in the context of seaborn freight execution and plays a key part in expanding adoption of Marcura's Compliance Solutions across the customer base.
The Commercial Manager has ownership of and responsibility for planning and managing sales activities moving assigned opportunities through the pipeline to a close, with the assistance internal teams and stakeholders to support the same.
The Commercial Manager will develop and execute strategies and initiate activities for the individual opportunities towards securing a successful conclusion for each opportunity. The individual will be responsible to ensure that our messaging is pitched at the right levels within the organisations. Often this will be Exco, board and other key decision makers such as Chief Compliance Officer.
The sales process will be a mixture of research, due diligence, phone meetings, online meetings, face-to-face meetings, and extensive consultations in the form of Marcura Process review and expert to expert sessions, both in person and on-line.
Job Responsibilities
1. Formulate and execute a clear and effective sales strategy for each opportunity assigned
2. Manage sales process and activites, including research, due diligence, phone meetings, online meetings, face-to-face meetings, and extensive consultations in the form of Marcura Process review and expert to expert sessions, both in person and on-line, pitched at the right levels and relevant stakeholders within the organisations.
3. Collaborate with and or secure the participation and/or input from internal stakeholders, experts and colleagues as required to successfully move the assigned opportunities to a win
4. Manage the individual pipeline and execute on our go to market strategy with the aim of ensuring the succuesful closing of opportunities at the shortest feasible sales cycle.
5. Monitoring and maintaining data accuracy and integrity of the opportunity pipeline in SalesForce CRM, ensuring all activities, meetings and contacts are logged, and closing timelines and stage movements are updated according to the prevailing SOP.
6. Identify, build and develop relationships with key decision makers, establishing a network of contacts within prospects.
7. Share experiences, insights and ideas in respect of the sales process, customers and industry and market knowledge with the MST and group stakeholders, to ensure transparency of strategy, successes, and failures
8. upport the Head of Sales in coaching, and in developing the sales team by working closely with teams and individuals and to the development of the sales knowledge of maritime compliance
9. Provide support, coaching and knowledge sharing to colleagues across the group as/ when appropriate.
10. Propose and agree with Head of Sales individual MSC targets for each calendar period and work diligently to achieve each one.
Requirements
Minimum Education:
a) Bachelor's degree; or similar professional qualification (including Maritime, RegTech or Compliance)
Desired Education:
a) Compliance b) Sales c) Business or Commercial Management
Good to Have:
a) Maritime, preferable consultative/strategic sales
Work Experience
Minimum Experience:
a. Strong track record in Sales
b. Experience in proactive outbound value-based solution selling
c. Strong communications and interpersonal skills
Desired Experience:
a. Minimum 8 years of complex business-to-business sales experience within RegTech / Compliance solutions
b. Strong understanding of RegTech solutions and the value they create for customers
c. Maritime sector experience
Good To Have:
a. Public speaker / presenter
b. Strong network in the maritime industry
c. Maritime (non-vessel) Technology experience
d. Proven track record of developing and closing SaaS or similar service solution opportunities using a consultative sales approach, including remotely
e. Superior negotiation skills
f. Experience in successfully selling to both large and small customers and managing a complex sales cycle
g. Superior communication and presentation skills
h. Strong analytical and strategy development skills
i. Fast learner and high energy personality
j. A good network of executive level relationships within the maritime/shipping industry
Skills and Knowledge
* Strong knowledge of RegTech solutions and the value they create for customers.
* Preferably also strong knowledge of the maritime / shipping market as well as compliance spend trends
* Driven, results-oriented with a proven track record in sales and leadership
* Master negotiator; strong networking skills
* An inspirational leader with excellent coaching and people skills.
* Fluent communication skills in written and spoken English
* Competency in other languages than English is an advantage
Benefits
What You'll Gain
* Exposure to strategic, monetization, and commercial product development.
* Mentorship from experienced product and growth leaders.
* The opportunity to see the full product lifecycle, from discovery to revenue impact.
* The chance to make a measurable impact on business and customer KPIs.