Strategic Leadership

• Develop and execute the country sales strategy aligned with regional/global commercial objectives.
• Achieve annual sales targets, growth priorities, and customer segmentation strategy.
• Lead market penetration initiatives across key verticals such as manufacturing, FMCG, pharma, metals, mining, and technology and etc.
• Monitor competitive landscape and adjust strategy based on market shifts, trade lane dynamics, and industry trends.
• Achieve full department target of 4 x total landed cost (including BDMs, KAMs, Inside sales and Own total landed cost x 4)

Team Management & Development

• Lead, mentor, and develop teams across Business Development, Key Account Management, Inside Sales, and Sales Support.
• Drive performance management, including KPIs, CRM performance, and quotation reports.
• Foster a culture of accountability, customer focus, and continuous improvement.
• Ensure cross-functional collaboration to streamline workflows between sales support, pricing, operations, and product teams.

Customer & Market Engagement

• Strengthen relationships with key customers and regional/global accounts.
• Oversee the acquisition of new clients and expansion of existing customers both locally and globally
• Ensure high service standards and customer satisfaction through effective collaboration with operations and customer service.

Revenue & Performance Management

• Own country Gross profit and Volume targets.
• Optimize product mix (Air, Ocean FCL/LCL, Customs, Inland, Project Logistics).
• Lead pipeline governance, forecasting accuracy, and sales meetings.
• Review pricing strategies with the local and regional product teams to ensure competitiveness and profitability.

Business Intelligence & Data-Driven Decision Making

• Work closely with the Business Intelligence department to analyze market data, customer behavior, profitability, and trade trends.
• Use BI insights to identify growth opportunities, optimize territory planning, and refine targeting strategies.
• Drive adoption of CRM and sales analytics tools to improve forecasting and transparency.

Cross-Functional Collaboration

• Coordinate closely with Operations, Finance, Product, and Pricing to ensure aligned execution of commercial plans.
• Support tender management, major RFQs, and strategic customer proposals.
• Lead coordination with regional and global commercial leaders on key initiatives and trade lane development.

Governance, Compliance & Reporting

• Ensure adherence to corporate governance, compliance standards, and global sales processes.
• Provide timely reporting on sales performance, market outlook, and key wins/losses.
• Oversee contract governance and ensure commercial agreements meet compliance and profitability guidelines.

• Minimum 7-10 years of progressive commercial leadership experience in freight forwarding, logistics, or global supply chain.
• Strong understanding of air and ocean freight, customs brokerage, warehousing, and value-added logistics.
• Proven track record in managing large sales teams and achieving growth in multinational environments.
• Strong financial acumen, including pricing logic, and trade lane economics.
• High proficiency in CRM, sales analytics, and data-driven decision-making tools.
• Excellent leadership, negotiation, and stakeholder management skills.
• Ability to navigate matrix structures and collaborate across regional/global teams.