‘Making sure that an order is paid for’
After graduating in 1999, Linda Stuij started working at Royal IHC and since then she has held various positions within the company. “I have worked in sales, I’ve been responsible for contract management – including the transport of IHC Beaver® dredgers – and for the last three and a half years I’ve been working in the Legal department as Contract and Securities Manager. That’s one of the great things about working at a company like Royal IHC, you get plenty of opportunities to broaden your horizons.”
In her current position, Linda is responsible for the standard Beaver® contracts. “I am also the go-to person for everything concerning payment security (including bank guarantees and letters of credit) for all of IHC except the Mission Equipment units,” she explains. “I help to make sure that the price agreed in the contract is received by IHC at the end of the process.”
“I’ve been in this position for a few years now, and there has never been a dull moment,” says Linda. “I love the variation – no project or customer is ever the same. Since I assist a great number of IHC units in the field of payment security, I get to deal with a lot of different products, projects and colleagues in The Netherlands as well as abroad.”
When Adani Group, India’s largest private multi-port operator, ordered two IHC Beagle® 8 trailing suction hopper dredgers, Linda was involved with drafting the payment articles of the contract as well as the texts for the letter of credit and bank guarantees. “Adani has been a loyal customer to IHC and I had already worked with the company on previous orders for cutter suction dredgers (CSDs),” says Linda. “It is great that they have decided to once again choose an IHC vessel. However, this time is different as they have ordered some vessels from the Beagle® series.”
Customer is king
IHC will not only deliver the vessels, it will also assist with any financial arrangements for customers. “Financing is usually the biggest challenge, especially in emerging markets,” Linda explains. “Adani requested a finance structure similar to that of a previous order for a custom-built CSD. Together with a number of IHC departments, specifically Customer Finance in this case, I am involved in arranging the payment security until that structure is in place, which allows IHC to proceed with the construction of the vessels.
“I believe that the customer is king. We go the extra mile to meet their needs, while also taking into account IHC’s position.”