Are you an experienced Commercial Head from a shipping line and responsible for Pan-Asia business with strong operational excellence and stakeholder relationships background?
This is an excellent role to be part of a growing shipping company and play a pivotal role in their Pan- Asia markets.
Role and Responsibilities:
Market Intelligence & Service Optimization
- Monitor and resolve service utilization issues for ex-India operations
- Track market rate trends, demand patterns, and competitive movements
- Maintain awareness of competitor strengths, weaknesses, and strategic positioning
- Provide timely market insights and strategic recommendations to Trade Managers on identified threats and opportunities
Capacity Management
- Proactively manage supply-side dynamics to prevent over/under capacity scenarios
- Develop advance strategies for seasonal demand peaks and low-volume periods
- Propose preventive and corrective measures to address market challenges and opportunities
Business Development & Sales
- Drive revenue growth beyond existing service port-pairs through Pan-Asia product offerings
- Leverage Through Bill of Lading (Through B/L) options to expand network reach
- Identify and develop third-party buy-sell opportunities to increase market share
- Focus on value-based selling, including revenue per metric ton optimization and special cargo development
Stakeholder Management
- Build and maintain strong relationships with Main Line Operator (MLO) and Non-Vessel Operating Common Carrier (NVOCC) senior leadership
- Balance external customer demands with internal trade stakeholder expectations
- Collaborate with industry peers to support rate stability and General Rate Increase (GRI) initiatives
Requirements:
Educational Qualifications, Knowledge and Experience:
- Bachelor's degree in Commerce or related field (required). MBA in Sales & Marketing (preferred)
- 15+ years in sales and marketing within the shipping/logistics industry
- Minimum 4-5 years of team leadership and management experience
- Proven track record in technical sales beyond rate-based negotiations
- Strong leadership and team management capabilities
- Goal-oriented approach with demonstrated success in market share growth
- Technical proficiency in container shipping operations and cargo types
- Excellent relationship-building skills at senior executive levels
- Strategic thinking with ability to anticipate market movements
- Willingness to travel regularly to relevant locations across the region