Overview

The Commercial Head leads the growth and profitability of the company's transport and logistics business. This role develops the commercial strategy, wins and expands key accounts, builds a strong sales pipeline, and ensures that pricing and customer commitments support sustainable margins. The position works closely with transport operations, finance, and customer service to deliver solutions that meet customer needs and can be executed reliably across the Philippines.

Responsibilities

Commercial Strategy & Growth

Develop and execute a commercial strategy aligned with the company's growth and profitability targets.
Identify opportunities in transport, distribution, and integrated logistics, including new customers, industries, routes, and geographic markets.
Build a qualified sales pipeline and lead major bids, proposals, and contract negotiations.
Develop strategic partnerships that expand service capabilities and market reach.

Key Account & Customer Management

Lead relationships with major customers and executive decision makers.
Drive account growth, renewals, and cross-selling while monitoring customer profitability.
Work with operations and customer service to address service concerns and improve retention.
Translate customer requirements into practical transport and logistics solutions.

Pricing & Financial Performance

Set pricing and contracting guidelines in coordination with finance and operations.
Review rates, costs, margins, and contract terms before major commercial commitments.
Own commercial revenue and gross margin targets, including forecasts and recovery plans where performance falls short.
Monitor sales conversion, account profitability, customer retention, and revenue growth.

Cross-Functional Execution

Coordinate with transport operations to confirm capacity, service coverage, delivery commitments, and implementation plans.
Ensure a clear handover from contract signing to account launch and ongoing service management.
Use customer feedback and performance data to improve offerings, processes, and commercial decisions.

People Leadership

Lead, coach, and develop sales, business development, and key account teams.
Set clear targets and establish consistent pipeline, account planning, and performance reviews.
Build a culture of customer focus, accountability, and collaboration.

Qualifications

Education

Bachelor's degree in Business Administration, Logistics, Supply Chain Management, Marketing, or a related field.
MBA or equivalent postgraduate qualification is an advantage.

Experience

At least 15 years of progressive experience in transport, logistics, supply chain, or related services.
At least 7–10 years in a senior commercial leadership role, with a record of growing revenue and managing major accounts.
Experience in transport or logistics pricing, complex contract negotiations, and solution development.
Strong understanding of the Philippine transport and logistics market and the operational factors that affect service delivery and margins.
Experience leading multi-site or nationwide commercial teams is preferred.

Head of Commercial - Logistics