Commercial Director_Freight forwarding

a { text-decoration: none; color: #464feb; } tr th, tr td { border: 1px solid #e6e6e6; } tr th { background-color: #f5f5f5; } Position Summary We are seeking an experienced Commercial Director to lead and drive the commercial strategy, sales growth, and market expansion of our freight forwarding business. The ideal candidate will possess a unique combination of freight forwarding and ocean carrier (shipping line) experience, enabling them to leverage strong industry networks, trade lane expertise, and commercial acumen to accelerate revenue growth and strengthen customer relationships. This role requires a proven leader with extensive experience managing high-performing teams, developing strategic customer partnerships, and delivering sustainable profitability across international logistics and supply chain solutions. Key Responsibilities Commercial Strategy & Business Growth Develop and execute the company's commercial strategy to achieve revenue, gross profit, and market share objectives. Identify and capitalize on new business opportunities across Ocean Freight, Air Freight, Contract Logistics, Customs Brokerage, and Supply Chain solutions. Drive strategic growth initiatives and develop customer acquisition plans within target industries. Monitor market trends, competitor activities, carrier developments, and trade lane opportunities to maintain competitive advantage. Customer & Key Account Management Build and maintain relationships with multinational customers, regional accounts, and strategic partners. Personally manage and expand a portfolio of key customers with significant revenue contribution. Lead contract negotiations, pricing strategies, and annual business reviews with major clients. Collaborate with operations and customer service teams to ensure service excellence and customer retention. Carrier & Trade Lane Management Utilize previous shipping line experience to establish and strengthen relationships with ocean carriers. Negotiate commercial agreements, space allocations, service commitments, and procurement strategies with carriers and logistics partners. Support trade lane development initiatives and improve profitability through effective carrier management. Monitor carrier performance, freight market dynamics, and capacity trends. Team Leadership Lead, mentor, and develop a high-performing commercial organization. Establish sales targets, KPIs, and performance management processes. Build a strong sales culture focused on customer-centricity, accountability, and profitable growth. Coach sales managers and key account managers on opportunity management and strategic selling. Financial Management Own revenue, gross profit, and commercial budget performance. Monitor sales pipeline and forecast accuracy. Ensure commercial decisions align with profitability and strategic objectives. Drive margin improvement initiatives through disciplined pricing and account management. Requirements Experience Bachelor's degree in Business, Supply Chain, Logistics, International Trade, or related field. 12+ years of experience within the freight forwarding and logistics industry. Mandatory experience working for both: An international freight forwarder  An ocean carrier / shipping line  Strong understanding of ocean freight, air freight, contract logistics, and international trade. Proven experience managing P&L responsibilities and commercial budgets. Demonstrated success in acquiring large strategic accounts and delivering profitable growth. Experience leading and managing commercial teams of 10+ employees. Skills & Competencies Strong commercial leadership and strategic thinking. Deep knowledge of freight forwarding operations and carrier procurement. Exceptional customer engagement and negotiation skills. Strong network across shippers, carriers, and logistics service providers. Excellent communication and stakeholder management skills. Data-driven approach to business decision-making. Fluent English required; Mandarin preferred.