Head Commercial (Freight Forwarding)

Position: Head – Commercial

Industry: Freight Forwarding / Logistics

Location: Bangkok, Thailand

Experience: 10–15+ Years

Employment Type: Full-time

About the Role

We are looking for an experienced and commercially driven Head – Commercial to lead and strengthen our commercial function in Thailand. The role will be responsible for developing the commercial strategy, driving revenue and profitability, managing key customer and carrier relationships, and identifying new business opportunities across international freight forwarding.

The ideal candidate should have strong experience in freight forwarding, pricing, sales support, procurement, trade lanes, customer management, and commercial negotiations, along with the ability to lead a commercial team and deliver business growth.

Key Responsibilities

• Develop and execute the commercial strategy for the Thailand market in line with the company's business objectives.
• Drive revenue growth, profitability, and overall commercial performance.
• Lead commercial activities across Ocean Freight and other logistics solutions.
• Develop and maintain strong relationships with key customers, shipping lines, airlines, agents, and other business partners.
• Lead pricing and rate negotiations with carriers, agents, and vendors to ensure competitive and profitable solutions.
• Manage RFQs, tenders, quotations, contract negotiations, and major business proposals.
• Identify new business opportunities, market segments, trade lanes, and potential customers.
• Work closely with Sales and Operations teams to ensure commercially viable and customer-focused solutions.
• Monitor market trends, freight rates, competitor activities, and industry developments.
• Establish pricing strategies and ensure appropriate margins and profitability.
• Develop strategic partnerships with airlines, shipping lines, overseas agents, and other service providers.
• Review commercial performance through MIS, revenue, GP, margin, and customer-level analysis.
• Support the acquisition and retention of key accounts.
• Lead, mentor, and develop the commercial team to achieve defined business targets.
• Participate in customer meetings and negotiations with key accounts.
• Ensure timely submission and follow-up of quotations and commercial proposals.
• Collaborate with regional/global teams to develop cross-border business opportunities.
• Identify opportunities to improve commercial processes, pricing models, and overall profitability.
• Provide regular commercial reports and business forecasts to senior management.

Key Skills & Qualifications

• 10–15+ years of relevant experience in Freight Forwarding / Logistics, with strong commercial exposure.
• Proven experience in a commercial leadership role within the freight forwarding industry.
• Strong knowledge of Ocean Freight markets and international trade lanes.
• Strong understanding of freight pricing, procurement, carrier negotiations, and commercial contracts.
• Proven track record of achieving revenue and profitability targets.
• Strong customer relationship and negotiation skills.
• Excellent understanding of the Thailand logistics and freight forwarding market.
• Strong analytical and decision-making abilities.
• Excellent communication and presentation skills.
• Experience managing and developing commercial teams.
• Ability to work independently and take ownership of commercial performance.
• Strong business acumen with a result-oriented approach.
• Bachelor's degree in Business, Logistics, Supply Chain, or a related field; MBA/PG qualification will be an advantage.

Preferred Candidate Profile

• We are looking for a strategic and hands-on commercial leader who can build relationships, identify new opportunities, negotiate effectively, and drive sustainable revenue and GP growth. The candidate should have a strong network within the freight forwarding and logistics industry in Thailand and be comfortable working with senior management, customers, and global partners.