Job Description

Description As the primary professional leading cruise business development within the Maritime Department, the Principal of Maritime Business Retention’s focus is to grow cruise passenger and ship call volumes for the economic benefit of the San Diego region as well as the financial stability of the Port of San Diego. Cruise is the most visible activity on San Diego’s waterfront, showcasing the Port’s mission, strategic goals, and positive impact. In this role, you will be the voice for the San Diego cruise industry to both internal and external stakeholders. You will be the primary representative of the Port with cruise line executives, leading negotiations and addressing challenges to delivering a world class cruise experience. You will model and forecast trends, develop business plans, and work with departments across the Port to put those plans into action. To maintain and grow the cruise business, individuals in this position are expected to travel, coordinate, and lead sales calls. You will keep abreast of industry news, attend trade shows and conferences, developing and maintaining a knowledge base of the cruise industry, including but not limited to its strengths, weakness, and challenges, to identify opportunities for growth in San Diego. If you are a strong candidate for this position and would like to have a positive impact on the economic vitality of the San Diego region, we would like to hear from you.

GENERAL PURPOSE

Under general direction, grows Maritime volumes and sales, exceeds customer satisfaction and improves the San Diego Unified Port District (District)'s profitability and return on investment; participates in the development of sales initiatives to expand existing customer base and market share by establishing short and long-term sales strategies that increase the District's Maritime sales volume and exceed annual forecasted sales budgets with a goal to finalize and close negotiations with customers; promotes customer awareness of the District's capabilities and related benefits/competitive advantage, works to improve the District's competitive market position, delivers customer presentations, attends trade shows and networking events, and crafts news feeds and advertising in partnership with the District's Marketing department; identifies and recommends product or service enhancements and opportunities to improve customer satisfaction and sales potential; implements and coordinates business development and marketing programs to increase revenue and maximize the utilization of the District's facilities; reviews existing sales and marketing plans for the development of such growth; develops and leverages industry contacts to assist in maximizing business opportunities; documents sales and marketing activities in CRM software; adheres to District policies and code of business ethics and performs related duties as assigned.

DISTINGUISHING CHARACTERISTICS

Principal, Maritime Business Development is responsible for developing and deploying strategies to manage and increase business development efforts within the District's Maritime business lines; experience in lead generation and strategic business attraction; researches, identifies, markets to and develops relationships with potential customers that would significantly benefit from the District's facilities and strategic location; supervises sales staff; assists with the design and implementation of supply chain solutions for potential business clients including material handling, storage, distribution and value-added services; coordinates with staff in operations, information technology, marketing and customer services to address client requirements and ensure customer satisfaction; increases business volumes while ensuring that the District's core maritime mission is optimized; continuously seeks to upgrade the client mix to achieve long-term revenue growth and sets the foundation for on-going investment. Essential Duties And Responsibilities

ESSENTIAL DUTIES AND RESPONSIBILITIES

The following statements are intended to describe the general nature and level of work performed by people assigned to this classification. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reporting to the Director of Maritime, generate new business leads and secure new customer accounts and sales for the District's Maritime division. Develop and drive business development efforts to increase Maritime revenues and market share. Analyze Maritime markets and industries to find opportunities for District solutions. Understand the competitive situation for District offerings in customer accounts while working with key customer stakeholders to provide technical/logistical solutions that distinguish the District from the competition. Build, mature and execute comprehensive tactical and long-term account plans that deliver desired customer awareness and sales. Identify and qualify a robust pipeline of focused opportunities that align with the District's Maritime business objectives. Add value to the sale, and facilitate and develop the appropriate solution to close the business deal with the client. Drive volume and sales growth with top level customers presenting strategies to strengthen market position. Develop and manage relationships with key prospects and clients at decision-maker level to grow revenue. Work closely with departments to define and communicate added-value proposition and key messages, as well as go to market strategy and materials. Develop account specific presentations, as well as customized goals for volume, profit, and distribution. Develop new business through digital and social media platforms including designing sales packages and support materials to use in client presentations. Proactively participate with in Maritime strategy briefing sessions while continuously providing feedback on program execution and effectiveness. Establish monthly/quarterly execution priorities, goals, performance metrics and tracking. Ensure execution of brand standards and goals. Develop and sustain a new business account list, and record activity in CRM system. Work directly with local CEOs, Business Owners, Media Planners, and other key decision makers to create marketing strategies. Leverage appropriate internal resources to deliver value to customers. Proactively identify, develop, coach, and support sales staff and their selling activity, specifically in new business development to drive results while holding them accountable to expectations. May supervise and manage staff to achieve team objectives including, but not limited to, creating sales goals, monitoring performance, and working with employees to meet performance goals. Must be able to travel domestically and internationally.

UNCLASSIFIED SERVICE

The Principal, Maritime Business Development is a management position which has significant responsibilities for formulating or administering District policies and programs and as such is exempted from the classified service pursuant to Sections 72.5(b)(2) and (b)(5) of the San Diego Unified Port District Act. Other Duties Participates in regional, state, and national industry and professional meetings and conferences to stay abreast of trends and technology related to the District operations, particularly in areas of assigned accountability. Qualifications Knowledge of: Principles and practices of effective management and supervision Effective business communications Principles and practices of contract negotiation All facets of the sales process from lead generation through the sales process itself and into account management and development Principles and practices of marketing, sales, community/business development with an emphasis on prospect development and deal closure Techniques of writing proposals to respond to prospect inquiries Maritime industry and logistics knowledge preferred Ability to: Formulate and execute a proactive, innovative and effective sales strategy to grow maritime volumes and revenue Demonstrate good analytical and business planning skills Demonstrate good communication and presentation skills Perform job duties in an accurate, proficient, and timely manner Attention to detail and ability to multi-task Rely on some instructions and pre-established guidelines to perform the functions of the job Demonstrate and exhibit high levels of professionalism Demonstrate sound judgment and problem solving skills Interact positively with internal and external individuals Demonstrate strong business and personal selling skills Thrive in an entrepreneurial environment with the ability to adapt quickly and consistently exceed sales targets Provide visible leadership and communication to the market Minimum Requirements Education, Training and Experience: Graduation from a four-year college or university with a major in business, public administration, marketing, economic development, or related field and eight (8) years of progressively responsible management experience in sales, economic development, or community business development or graduation from high school or G.E.D. equivalent and at least ten (10) years increasingly responsible management experience in sales, economic development, or community business development. Licenses; Certificates; Special Requirements: Certain assignments may require a valid driver's license and the ability to maintain insurability under the District's vehicle insurance program. This position may be subject to a pre-employment background check. The District will conduct a California Department of Justice/FBI fingerprint and criminal history check; felony convictions will be disqualifying. Misdemeanor convictions may be disqualifying depending on type, number, severity, and how recently they occurred. Criminal arrests and convictions during employment may result in termination or limitations in job duties if reasonable accommodations can be made. If assigned to perform work at any of the District's maritime facilities the incumbent must be able to pass a background check in accordance with current Federal and State requirements. If assigned to perform work at any of the District's maritime facilities you must be able to pass a background check in accordance with current Federal and State requirements. Recruitment Information The application review process will include screening to ensure applications are complete and meet all minimum qualifications. In addition to the application, the applicant is required to complete the Supplemental Questions to further evaluate their education, training, and experience relative to the required knowledge, skills and abilities for the position. Applicants must submit answers that are as complete as possible. Only qualified applicants who pass the minimum qualifications review, will be invited to the assessment process which may be administered by a written examination, panel interview, or any combination of qualifications appraisal determined by the Department of People Services to be appropriate. The Department of People Services will make reasonable accommodation in the examination process for disabled applicants. If you have an accommodation request, please indicate such on your application. Depending upon the number of applicants meeting the minimum qualifications, applicants may be scheduled for one or more of the assessments listed below. Passing score is 70% out of 100% on each assessment section. THE INITIAL ASSESSMENT (30%) AND APPRAISAL PANEL (70%) ARE TENTATIVELY SCHEDULED FOR WEDNESDAY, JUNE 11, 2025. To move forward in the application process, you must complete an online application through our website Please attach a copy of your unofficial transcripts (indicating when degree was awarded) to your application or your application may be considered incomplete. Resumes may be uploaded but cannot be used in place of a completed application. Placement On Eligible List The Department of People Services may limit the number of qualified applicants eligible to participate in the assessment process. Candidates who are successful in all phases of the assessment process will be placed on an eligible list. The eligible list established by this recruitment will be active for a minimum of ninety (90) days or up to one (1) year, unless otherwise determined by the Director pursuant to Rule 8, Section 4.

EQUAL EMPLOYMENT OPPORTUNITY

The District firmly believes in, and is committed to, the principles and practices of equal employment opportunity and nondiscrimination. It is the policy of the District to recruit, hire, train, and promote persons in all job classifications without regard to age (40 and above), ancestry, color, disability (mental or physical), gender (including identity, appearance, or behavior, whether or not that identity, appearance, or behavior is different from that traditionally associated with the person's sex at birth), marital status, medical condition, military status, national origin, pregnancy, race, religion, sexual orientation, genetic information, or veteran status.

PHYSICAL AND MENTAL DEMANDS

Persons with disabilities may be able to perform the essential duties of this class with reasonable accommodation. Reasonable accommodation will be evaluated on an individual basis and depends, in part, on the specific requirements for the job, the limitations related to disability and the ability of the hiring department to accommodate the limitation. Resolution #: 2016 – 19 Dated: February 9, 2016 Additional Information Other Class Spec Title 1 Other Class Spec Title 2 #J-18808-Ljbffr Port of San Diego

Job Tags

Contract work, Temporary work, Local area, Felony friendly,

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