Head of Commercial - Union Vega Offshore (UVO)
Union Maritime · London
About Union Vega Offshore
Union Vega Offshore (UVO) is a growing offshore vessel owner and operator focused on providing high-quality marine and offshore solutions to the international energy sector.
UVO operates and develops a fleet across Platform Supply Vessels (PSVs), Anchor Handling Tug Supply vessels (AHTS) and accommodation vessels / flotels.
The business is actively developing its fleet and commercial platform, creating an opportunity for an experienced commercial professional to take a leading role.
The Role
UVO is seeking an experienced Head of Commercial to lead the commercial strategy and chartering activities of the offshore business.
The successful candidate will have a minimum of five years' commercial experience within the offshore vessel industry, with strong direct experience in PSV, AHTS and/or accommodation vessels / flotels.
The role will have responsibility for maximising vessel utilisation and commercial returns, originating new business, managing key client relationships and leading negotiations from initial opportunity through to contract award.
This is a hands-on role suited to someone who combines strong relationships within the offshore industry with the commercial and analytical ability to assess opportunities, negotiate contracts and drive profitable growth.
Requirements
Commercial & Chartering
- Lead commercial and chartering activities across UVO's fleet.
- Maximise vessel utilisation, day rates, contract coverage and overall fleet profitability.
- Identify and originate spot, tender and term charter opportunities.
- Manage opportunities from initial enquiry through bid preparation, negotiation, award and contract execution.
- Lead the preparation of commercial proposals, tenders and quotations.
- Negotiate day rates, charter-party terms, mobilisation/demobilisation, options and other key commercial conditions.
- Maintain an accurate commercial pipeline and provide regular forecasts to senior management.
- Work closely with operations and technical teams to ensure bids are operationally achievable and appropriately priced.
Business Development & Client Management
- Build and maintain senior relationships with oil majors, national oil companies, EPC contractors, drilling contractors, offshore operators and vessel brokers.
- Develop direct client relationships to increase the proportion of opportunities originated directly by UVO.
- Maintain regular dialogue with existing and prospective clients regarding fleet availability and upcoming requirements.
- Represent UVO at client meetings, industry events and commercial negotiations.
- Identify new geographical markets and customer segments relevant to the UVO fleet.
- Develop long-term account strategies for key clients.
Market Intelligence & Strategy
- Maintain a detailed understanding of global PSV, AHTS and flotel market fundamentals.
- Monitor vessel supply, utilisation, competitor fleets, day rates, tender activity and upcoming projects.
- Provide regular commercial intelligence to senior management.
- Recommend where UVO should position or reposition vessels based on competing commercial opportunities.
- Support decisions regarding vessel acquisitions, disposals and fleet expansion.
- Assist senior management with business plans and commercial strategy for new vessels and markets.
Commercial Performance
- Take ownership of commercial performance across the fleet.
- Monitor vessel revenue, utilisation, day rates and contribution.
- Prepare commercial forecasts and management reporting.
- Evaluate opportunities on a net-return basis, taking account of positioning costs, mobilisation, commissions and operational requirements.
- Work closely with finance and operations to understand vessel breakevens and required commercial returns.
- Ensure commercial commitments are properly handed over to operational teams following contract award.
Leadership
- Build and lead UVO's commercial function as the fleet and business expand.
- Establish clear commercial processes, reporting and opportunity tracking.
- Coordinate brokers and regional commercial representatives where appropriate.
- Work closely with Operations, Technical, Finance and Legal.
- Support and mentor junior commercial personnel as the team grows.
Candidate Requirements
Essential Experience
- Minimum 5 years' experience in a commercial, chartering or business development role within the offshore vessel industry.
- Direct commercial experience with one or more of:
- Platform Supply Vessels (PSV)
- Anchor Handling Tug Supply vessels (AHTS)
- Accommodation vessels / Flotels
- Strong understanding of the international offshore vessel market.
- Demonstrable experience originating and securing vessel chartering opportunities.
- Experience preparing and negotiating commercial offers and tenders.
- Good understanding of offshore charter-party structures and commercial terms.
- Strong existing relationships with offshore vessel clients, brokers and industry counterparties.
- Ability to analyse vessel economics, day rates, utilisation and commercial returns.
- Experience negotiating directly with clients and senior decision-makers.
Preferred Experience
- Commercial experience across West Africa, Middle East, Brazil, North Sea or other key international offshore markets.
- Experience working directly for an offshore vessel owner/operator.
- Existing relationships with oil majors, NOCs, drilling contractors and EPC companies.
- Experience commercialising newly acquired or reactivated offshore tonnage.
- Exposure to fleet acquisition, investment analysis and asset strategy.
- Degree in Maritime Studies, Shipping, Business, Finance or a related discipline preferred, but relevant industry experience will carry greater weight.
Personal Attributes
- Highly commercial and results-driven.
- Strong negotiator with the confidence to lead senior client discussions.
- Entrepreneurial and proactive, with the ability to generate opportunities rather than simply respond to tenders.
- Strong networker and relationship builder.
- Financially and analytically capable.
- Comfortable making commercial decisions in fast-moving markets.
- Able to balance utilisation with rate and overall vessel profitability.
- Hands-on and willing to operate within a growing business.
- Strong communicator able to work effectively across commercial, technical and operational teams.