Director Strategic Operations & Accounts - West Pacific

About Us

Matson has been the leading ocean shipping and logistics provider throughout the Pacific since 1882. We are the supply chain lifeline for Hawaii, Alaska, Guam, and islands of the South Pacific. We also offer the top two ocean shipping services in the world's largest trade lane - Asia to the U.S. West Coast. With our subsidiaries Matson Terminals and Matson Logistics, our business focus is exceeding customer expectations with quality, reliability, and integrity.

We strive to operate in an environmentally sustainable manner and promote land-based environmental programs in Hawaii, Guam, and Alaska. We help improve the communities in which we work and live through our community giving program that annually supports hundreds of local organizations.

Matson is honored to be certified as a Great Place to Work. Our team of dedicated and talented employees consistently deliver exceptional results for our customers and the communities in which we serve.

Learn more at matson.com.

About the Role

The Director, Strategic Operations and Accounts - West Pacific is responsible for the strategic leadership, retention, and growth of a defined portfolio of existing government and commercial customer accounts This role leads the development and execution of medium-to long-term account strategies designed to protect, grow, and diversify established relationships supporting Matson's West Pacific Service. The Director identifies and pursues new commercial and military opportunities through proactive engagement with senior DoD leadership and key stakeholders. The Director maintains senior-level relationships with key DoD, government, and commercial stakeholders, serves as the senior escalation point for complex account issues, and identifies cross-sell, up-sell, and repeat service opportunities within existing accounts. The Director leads Matson's engagement with USTRANSCOM and subordinate organizations operating across their areas of responsibility. Success in this role requires deep expertise in navigating complex DoD military construction (MILCON) lifecycle, including project development, construction, and its funding process as an appropriation within the federal budget. Possesses strong capability to establish and maintain exceptional relationships with stakeholders across government and industry.

Working closely with key internal stakeholders, the Director develops and executes growth strategies that position Matson as the preferred logistics partner for existing and emerging opportunities. This role combines strategic vision, operational execution, and leadership capability to deliver measurable business growth and strengthen Matson's presence in the region.

What you'll do:

• Lead West Pacific key account and customer relationship strategy aligned to retention, growth, and long-term account value.
• Develop and execute medium-to long-range account plans to protect, grow, and diversify assigned key accounts.
• Build, sustain, and deepen senior-level DoD, government, and commercial customer relationships for assigned key accounts.
• Serve as senior escalation point for complex customer, service, and relationship issues.
• Identify and pursue cross-sell, up-sell, and repeat sales opportunities within existing customer relationships.
• Develop and manage strategic partnerships that support existing account requirements and service delivery.
• Coordinate cross-functional teams to ensure service execution, customer satisfaction, and delivery of agreed account outcomes.
• Monitor and report on account performance, customer retention, growth opportunities, and market trends.
• Translate market intelligence into actionable growth initiatives.
• Partner with Pricing, Operations, Government Services, and Finance to support profitable account growth.

You have these skills:

• Strategic Leadership - Shapes long-term vision and drives initiatives that deliver sustainable growth.
• Relationship Management - Builds trust and influence with senior stakeholders across government and industry.
• Business Acumen - Understands market dynamics and anticipates changes in regulatory and operational environments.
• Collaboration - Works effectively across functions and geographies to achieve shared objectives.
• Decision Making - Makes sound, timely decisions in complex and ambiguous situations.
• Communication - Articulates strategy and objectives clearly to diverse audiences.
• Results Orientation - Delivers on commitments and drives measurable outcomes.
• Executive Influence & Communication - Communicates with executive leadership and influences decisions of strategic importance.
• Market & Commercial Acumen - Uses competitive, market, and customer insights to drive strategy.
• Customer Retention and Growth Leadership - Demonstrates ability to retain and expand customer relationships through structured account planning.

And these qualifications:

• Bachelor's degree in Engineering; Master's degree in Strategic Studies or equivalent preferred.
• 10+ years' experience in logistics, business development, strategy, government relations, or maritime operations.
• Deep understanding of Indo-Pacific region logistics, defense-related contracting, or government transportation programs.
• Proven ability to build relationships with senior government and commercial stakeholders.
• Strong analytical, strategic planning, and communication skills.
• Prior achievement of Top Secret/SCI security clearance.
• Recent strategic-level experience within DoD in the Indo-Pacific region.
• Minimum 5 years in leadership roles within maritime and shipping industries.
• Demonstrated success leading complex, high-value customer or government account portfolios with measurable retention and growth outcomes.
• Recent military, strategic-level experience working within the DoD in the Indo Pacific region.
• A minimum of 5 years' experience in DoD leadership position/s within the Indo-Pacific maritime and shipping industries.
• Demonstrated success leading multi-team business development functions with measurable revenue/growth outcomes.
• Proven ability to influence executive-level stakeholders and negotiate complex commercial agreements.

Physical Requirements:

• Ability to sit, stand, and walk for extended periods.
• Must be accessible 24/7 and available for travel.
• Ability to obtain a Transportation Workers Identification Credential (TWIC).

The annual salary range is posted for this position in Hawaii. The salary offered will depend upon qualifications and other operational considerations.

At Matson, we're looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome people who think rigorously and thoughtfully challenge assumptions.

#MI

Matson is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, AIDS/HIV status, gender identity, gender expression, veteran status, genetic information, or any other protected status. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including, but not limited to, the San Francisco and Los Angeles Fair Chance Ordinances.
View our applicant privacy statement: https://www.matson.com/media/Applicant_Privacy_Statement.pdf.