February 2018

Information Pack

Port Commercial
Manager

Balmoral House
77 Upper Lisburn Road
Belfast
BT10 0GY

T: 028 9062 8877

E: info@fordemayconsulting.com
 February 2018

Contents

• Foreword by Joe O’Neill, CEO of Belfast Harbour

• Job Description and Person Specification
• Organisation Structure
• Remuneration Package
• Monitoring form
• Web advertisement, including interview dates
• Assignment Contacts

BHC Corporate Plan can be found at:

www.belfast-harbour.co.uk/documents/?page=3

Balmoral House
77 Upper Lisburn Road
Belfast
BT10 0GY

T: 028 9062 8877

E: info@fordemayconsulting.com
Foreword
Thank you for the interest you have shown in
the role of Port Commercial Manager.

Established in 1847, Belfast Harbour is

Belfast’s port authority and operates as a
principal maritime gateway on the island of
Ireland. Belfast Harbour handled cargo of more
than 23 million tonnes in 2017 which equates
to 70% of Northern Ireland’s and approximately
20% of the island of Ireland’s sea borne trade
respectively. At 2,000 acres, the Harbour
Estate represents one-fifth of the area of metropolitan Belfast, and is home to
more than 700 businesses including Stena Line, W&R Barnett, Lissan Coal
Company, Harland and Wolff and Bombardier.

Belfast Harbour’s Commercial Division brings together the Business

Development and Port Engineering Teams, who work together translating
opportunities into turnkey, best in class facilities while managing the
commercial relationships with the Port customer base.

Reporting to the Commercial Director, the Port Commercial Manager will

inherit a small high calibre team, and will play a key role in developing and
implementing the Port commercial strategy to achieve continued business
success allowing Belfast Harbour to grow and diversify its revenues and thus
continue to support the regional economy.

If you are interested in this “once in a decade” career opportunity and believe
you have the necessary skills, experience, drive and enthusiasm for the role
we would be delighted to receive your CV.

Joe O’Neill
Chief Executive Officer
 JOB DESCRIPTION

• Title: Port Commercial Manager

• Reports to: Commercial Director

• Team: Business Development Executive and Commercial Analyst

Background:

Established in 1847, Belfast Harbour is Belfast's port authority and operates as a principal
maritime gateway on the island of Ireland. Belfast Harbour handled cargo of more than 23 million
tonnes in 2017 which equates to 70% of Northern Ireland’s and approximately 20% of the island of
Ireland’s sea borne trade respectively. At 2,000 acres, the Harbour Estate represents one-fifth of
the area of metropolitan Belfast, and is home to more than 700 businesses including Stena Line,
W&R Barnett, Lissan Coal Company, Harland and Wolff and Bombardier.

We are currently seeking to appoint a high calibre individual to the position of Port Commercial
Manager, reporting to the Commercial Director.

Job Purpose:

Support the Commercial Director in the development and implementation of the Port commercial
strategy with the principal objective of optimising revenue and investment return from port
commercial activities.

Key Responsibilities:

• Support the Commercial Director in devising and implementing the Port commercial
strategy and delivery plan for all commercial projects and opportunities.
• Develop and deliver the commercial aspects of the Port Business and Operating Plans to
achieve target revenue and investment returns.
• Support the Commercial Director in identifying and developing investment and trade
opportunities with new and existing customers, including carrying out project financial
appraisals and preparing business cases for consideration by the CEO and / or Board as
appropriate.
• Support the Commercial Director in establishing, monitoring and reviewing Port Charges, in
line with Board practices, and provide timely advice to the CEO and Senior Executive and
Board to ensure the competitiveness of Belfast Harbour and appropriate financial
performance.
• Research business development opportunities and prepare a holistic assessment and a
recommended strategy for consideration by the Commercial Director.
• Work with the Commercial Director to effectively manage existing and prospective port
customers and stakeholders.
• Expertly manage negotiations with Port customers as determined by the Commercial
Director, and accurately complete the documentation of contractual arrangements.
• As a key point of contact for Port customers ensure long term relationships are developed
and managed in order to optimise revenue and customer satisfaction, collaborating
internally to deliver a fully integrated service capability to customers.
• Provide a project management capability to support major initiatives and capital projects
within the Port.
 • Ensure the Commercial Department’s annual expenditure budget is controlled within that
stipulated and approved in the Business and Operating Plans.
• Ensure all legal documentation, financial records and correspondence is accurately
maintained.
• Manage the provision of all documentary requirements to ensure accurate invoicing of port
charges, utilities, rents, rates, service charges, maintenance and refurbishment expenses
and any other such charges emanating from Commercial Department agreements and
activities.
• Ensure all commercial agreements, licences, contracts and external expenditure is
consistent with the requirements of procurement policy.
• Work with the Compliance Department to ensure all Port commercial activities and
agreements are compliant and that risk is managed.
• Effectively manage the Commercial Department and provide leadership to the team.
• Support the Commercial Director in preparing Board and Commercial Committee
submissions to the highest standard, and in a timely manner.

• Remuneration Package: Commensurate with experience

TRACK Competency Plus ©™ Selection Methodology

 PERSON SPECIFICATION

• Job Title: Port Commercial Manager

Qualifications

• A third level qualification in a management or business related discipline and preferably a

postgraduate education.

Experience/ Knowledge

• Extensive experience in a commercially-focused role with a substantial amount of

experience at commercial management level.
• Experience of or an aptitude for implementing complex and strategically focused
commercial development projects.
• Previous experience of managing budgets and revenue streams with strong financial
awareness.
• Experience of contract law and business planning would be desirable.
• A working knowledge of the port or shipping industry would be advantageous.

Thinking Competencies/Skills

• Ability to analyse and interpret data and make informed judgments.

• Well-developed numeracy skills.
• Innovative thinking to develop strategies both medium and long term for effective solutions.

Relating Competencies/Skills:

• Excellent verbal, written and presentational communication skills.

• Ability to influence at all levels to ensure business objectives are met.
• Proven ability to lead and influence people.
• Strong networker who can quickly establish and develop relationships with a range of
customers and stakeholders.

Achieving Competencies/Skills:

• Results driven with tenacity and able to take ownership.

• Drive, enthusiasm and resilience.
• Capable of working as an integral member of a high calibre senior management team.

‘Chemistry/culture/fit’:

• Personal integrity and professional credibility demonstrating a high standard of business

ethics.
• Commercial focus.
• Collaborative and engaging working style and approach to people.
Additional Requirements:

• Current full Driving Licence.

• Ability to travel on a temporary basis.

TRACK Competency

Plus ©™ Selection Methodology

 Organisation Structure

Chief Executive Officer

Assistant to the CEO

and Chair

Property Finance Commerical Operations HR

Director Director Director Director Director

Port Engineer - Project and Civil

Port Commercial Manager Engineering including Facilities
Management

Business
Commercial
Development
Analyst
Executive
 Remuneration Package
Belfast Harbour currently offer additional employee benefits including:

Attractive, competitive salary commensurate with

Salary
experience.

BHC Performance Management Bonus Scheme

- BHC currently operates a Performance
Bonus Opportunity Management Bonus Scheme; this currently
represents a non-pensionable bonus opportunity of
15% of basic salary.

A fully expensed company car or equivalent car

Company Car allowance is provided in accordance with the BHC
Car Policy.

Pension Scheme - BHC will contribute 14% of your

Pensionable Salary at the employee contribution
Pension Scheme rate of 6%. It is possible to reduce employee
contributions however this reduces the employee
contribution rate accordingly.

Plus a range of additional benefits, including but

Other Benefits not limited to: medical cover, life assurance and a
cycle to work scheme.
 Ref No

PRIVATE AND CONFIDENTIAL

EQUALITY OF OPPORTUNITY IN EMPLOYMENT

Forde May Consulting Ltd and the clients we represent subscribe to the principles of fair employment and
recruitment on the basis of merit. In order to ensure that we continue to adhere to equal opportunity policy we
monitor our recruitment practices. This means that we monitor all applicants in the areas detailed below.

Regardless of whether we practice our religion, most of us in Northern Ireland are seen as either Catholic or
Protestant. We are therefore asking you to indicate your community background by selecting the appropriate box
below.

The information which you give will be treated in the strictest confidence and will be protected from misuse. It will
not be used for any other purpose other than monitoring our equality of opportunity in the employment practices.

Please do NOT put your name anywhere on this sheet.

Please tick as appropriate:

DATE OF BIRTH: _ __/ _ _ /_ _ _ _

Marital Status: Single Married Civil Partner Separated Divorced Widowed

Gender: Male Female

Community Background:

I am a member of the Protestant Community

I am a member of the Catholic Community

I am a member of neither the Protestant nor

The Catholic Communities

Disability in the 1995 Act is defined as:

‘A physical or mental impairment which has a substantial and long term adverse effect on his/her ability to carry out
normal day-to-day activities’

Do you consider that you have such a disability? Yes No

Ethnic Origin: Please tick one of the following which closely matches your identity:

Bangladeshi Black African Black Other

Black Caribbean Chinese Irish Traveller
Indian Pakistani
White Mixed ethnic group

Other (Please specify) ______________________________

Nationality (Please specify) __________________________

Please send your completed form to:

The Monitoring Officer
Forde May Consulting Ltd.
Balmoral House
77 Upper Lisburn Road
Belfast BT10 0GY

Telephone: (028) 9062 8877

Facsimile: (028) 9062 3399
E-mail: info@fordemayconsulting.com
 Port Commercial Manager – Web Advert
Excellent Package
Location: Belfast

Established in 1847, Belfast Harbour is Belfast's port authority and operates as a

principal maritime gateway on the island of Ireland. Belfast Harbour handled cargo of
more than 23 million tonnes in 2017 which equates to 70% of Northern Ireland’s and
approximately 20% of the island of Ireland’s sea borne trade respectively. At 2,000
acres, the Harbour Estate represents one-fifth of the area of metropolitan Belfast,
and is home to more than 700 businesses including Stena Line, W&R Barnett,
Lissan Coal Company, Harland and Wolff and Bombardier.

Due to internal promotion, Belfast Harbour have retained the services of Forde May
Consulting to recruit a new Port Commercial Manager who will support the
Commercial Director and wider leadership team in the development and
implementation of the Port commercial strategy.

The Role

• Develop and deliver the commercial aspects of the Belfast Harbour business
and operating plans as well as the achievement of all revenue streams for the
department.
• Support the Commercial Director in identifying and developing investment and
trade opportunities with new and existing customers, including carrying out
project financial appraisals and preparing business cases for consideration by
the CEO and / or Board as appropriate.
• Research business development opportunities and prepare a holistic
assessment and a recommended strategy for consideration by the
Commercial Director. Provide timely advice on market and industry trends
developing insights with regard to future business opportunities and
developments.
• Together with the Commercial Director, effectively manage existing and
prospective Port customers and stakeholders.
• Expertly manage negotiations with Port customers as determined by the
Commercial Director and accurately complete the documentation of
contractual arrangements.
• As a key point of contact for Port customers ensure long term relationships
are developed and managed in order to optimise revenue and customer
satisfaction, collaborating internally to deliver a fully integrated service
capability to customers.
• Ensure all commercial agreements, licences, contracts and external
expenditure is consistent with the requirements of procurement policy.
• Support the Commercial Director in preparing Board papers and
presentations to the highest standard.
• Effectively manage the Commercial Department and provide leadership to the
team.
The Person
• A third level qualification in a management or business related discipline.
• Relevant postgraduate qualifications would be advantageous.
• Extensive experience in a commercially-focused role with a substantial
amount of experience at commercial management level.
• Ability to influence at all levels to ensure business objectives are met.
• Drive and enthusiasm with proven ability to lead and influence people.
• Strong networker who can quickly establish and develop relationships with a
range of customers and stakeholders.
• Experience of contract law and business planning would be desirable.
• A working knowledge of the port or shipping industry would be advantageous.

For an informal discussion call Gerry May or Beth McMaw at Forde May Consulting
Ltd on 028 9062 8877, or to apply send a CV setting out how you meet the
requirements to jobs@fordemayconsulting.com, quoting reference number 1665CM.
The closing date for submitting a CV is Monday 12th March. Please note: Final
interviews will take place on 26th and 27th March.
 February 2018

Assignment
Contacts

Gerry May, Managing Director

gerry@fordemayconsulting.com
or
Beth McMaw, Director
beth@fordemayconsulting.com

Balmoral House
77 Upper Lisburn Road
Belfast
BT10 0GY

T: 028 9062 8877

E: info@fordemayconsulting.com