Job Summary

The candidate operates in the Project Logistics sector across the Asia Pacific region, focusing on commercial growth, customer engagement, and delivering tailored logistics solutions to meet complex supply chain needs. Accountable for commercial performance in Project Logistics across Asia Pacific, driving new account onboarding, portfolio growth, and customer retention through strategic sales, relationship management, and operational collaboration.

Responsibilities

Monitor global project logistics market activity and proactively identify tender opportunities to drive business growth
Identify and generate profitable direct sales from new and existing accounts within the APAC region to exceed revenue targets
Own and manage the APAC business pipeline, assigning accountability and advancing negotiation stages to closure
Analyze and understand unique customer supply chain requirements across CEVA Project Logistics subsectors to tailor solutions
Retain and grow the portfolio of accounts by delivering senior-level relationship management and service execution
Prospect potential opportunities and deliver compelling value propositions and pricing solutions to customers
Develop and execute multi-year strategic Account Plans with defined growth targets by product for assigned customers
Collaborate effectively within a matrix organization and virtual teams, building strong internal relationships with Sponsor, Global, Regional, and Sector leaders
Build strategic relationships with key customer contacts to identify value-creation opportunities and deepen account engagement
Lead regular business review meetings with customers, coordinating operational and support teams to address performance and improvements
Communicate customer expectations from business reviews to operations and support teams for implementation
Develop detailed understanding of customer business streams and maintain comprehensive relationship maps using CEVA's CRM system
Leverage existing CEVA solutions and case studies to penetrate accounts and drive growth
Coordinate with implementation teams on new projects to ensure alignment with customer expectations
Define and agree on customer reporting requirements and KPIs at Country, Regional, and Global levels for ongoing performance review
Lead resolution of contractual and commercial decisions with customers in compliance with CEVA policies and terms
Manage tender pricing validation, present offers, and conclude business deals including contractual obligations
Maintain accurate and timely updates of all customer engagement activities and business development opportunities within C-View
Perform other duties as assigned by the line manager

Required competencies and certifications

Minimum 10 years of experience in freight forwarding and contract logistics, with essential Project Logistics expertise
Proven track record in business development and sales roles driving revenue growth
Ability to communicate, present, and influence stakeholders at all organizational levels, including executive and C-level
Demonstrated ability to manage the sales process from planning through to closure
Ability to clearly articulate product and service differentiators to customers
Knowledge of industry standards and regulations such as C2K, EDI standards, IATA rules, and compliance requirements
Strong analytical and project management skills applied to logistics operations
Capability to troubleshoot operational issues effectively
Excellent listening, negotiation, and presentation skills in business contexts
Proficient verbal and written communication skills

Commercial Head, Project Logistics, Asia Pacific Region