About the Role
The General Manager – Commercial is a senior leadership position responsible for driving the company's commercial strategy, revenue growth, and customer engagement within the logistics and supply chain services sector. This role oversees sales, key account management, pricing strategy, and business development while ensuring alignment with overall corporate objectives.
The incumbent will play a critical role in expanding market share, strengthening client relationships, and enhancing profitability through innovative commercial initiatives and operational collaboration
Responsibilities
- Develop and implement the company's commercial strategy aligned with business goals.
- Lead, mentor, and manage the sales, marketing, and customer success teams.
- Identify and capitalize on new market opportunities, including new industries, geographies, and services.
- Collaborate with the executive team to define long-term business growth and expansion plans.
- Drive revenue growth by achieving and exceeding sales targets.
- Establish and maintain strong relationships with key clients and strategic partners.
- Oversee negotiations of contracts, pricing agreements, and service-level agreements (SLAs).
- Lead large-scale bids, tenders, and proposals for major logistics contracts.
- Develop competitive pricing strategies and optimize cost structures.
- Monitor profitability of contracts and ensure sustainable margins.
- Analyze market trends, competitor activities, and customer demands to adjust commercial tactics.
- Ensure high levels of customer satisfaction and retention.
- Manage strategic accounts and resolve escalations effectively.
- Drive customer-centric initiatives to enhance service value and loyalty.
- Work closely with operations, finance, and supply chain teams to ensure seamless service delivery.
- Align commercial commitments with operational capabilities and capacity.
- Support product/service development based on market needs.
- Track and report on commercial KPIs, including revenue, margin, pipeline, and conversion rates.
- Prepare forecasts, budgets, and business performance reports for senior leadership.
- Use data analytics to drive decision-making and improve effectiveness.
Qualifications
- Bachelor's degree in Business Administration, Logistics, Supply Chain Management, or related field.
- MBA or equivalent postgraduate qualification is preferred.
- Minimum 10–15 years of experience in logistics, supply chain, freight forwarding, or related industries.
- At least 5–7 years in a senior commercial or leadership role.
- Proven track record of achieving revenue growth and managing large client portfolios.
Skills & Competencies
- Strong commercial acumen and negotiation skills.
- Deep understanding of logistics operations (transportation, warehousing, distribution, etc.).
- Excellent leadership, team management, and stakeholder engagement skills.
- Ability to analyze market trends and translate insights into strategic actions.
- Financial literacy with strong pricing and margin management expertise.
- Exceptional communication and presentation abilities.
