Commercial Manager

Job Title : Commercial Manager – JNPT Automated Empty Container Yard

Location : Navi Mumbai, India

Reports To : Chairman / CEO

Function : Commercial & Customer Management

Type : Full-time | On-site

About the Role

RSA Global is seeking a dynamic Commercial Manager to lead the commercial strategy for our automated empty-container yard project at JNPT. This role is central to building long-term relationships with major industry stakeholders—shipping lines, NVOCCs, freight forwarders, and logistics service providers—while ensuring strong pricing, profitable contracts, and exceptional customer experience.

This is a hands-on, strategic commercial role requiring deep container logistics knowledge, strong negotiation expertise, and the ability to translate operational strengths into customer value.

Key Responsibilities

1. Customer Relationship Management

Build and maintain strong partnerships with shipping lines, NVOCCs, freight forwarders, and transport operators.

Act as the primary contact for all commercial and contractual discussions.

Align customer needs with operations, M&R, documentation, and finance teams.

2. Commercial Strategy & Pricing

Develop tailored commercial proposals aligned with pricing and profitability goals.

Analyse market trends, competitor pricing, and cost dynamics for rate optimization.

Lead contract negotiations, renewals, and review cycles.

3. Business Development & Revenue Growth

Identify new revenue streams within existing accounts (M&R, storage extensions, digital services, etc.).

Support partnerships and MOUs with key stakeholders at JNPT.

Collaborate with operations and finance to ensure accurate billing, dispute resolution, and timely collections.

4. Market & Customer Insights

Track trade lane movements, carrier alliances, and port developments.

Provide forecasts, performance reports, and volume / revenue projections.

Represent RSA Global in industry forums, port meetings, and customer events.

5. Governance & Performance Management

Maintain accurate contract, pricing, and compliance records.

Work with finance / operations teams to monitor yield, utilization, and contribution margins.

Lead customer profitability reviews and recommend commercial adjustments.

Profile & Experience Required

Criteria Requirements

Education

Graduate in Business, Supply Chain, Maritime Studies, or Engineering; MBA preferred.

Experience

10–15 years in container logistics, preferably with a shipping line, depot, or terminal operator.

Industry Knowledge

Strong understanding of JNPT ecosystem, container yard operations, depot management, and M&R commercial frameworks.

Skills

Relationship management, commercial negotiation, pricing strategy, analytical capability, stakeholder influence, and cross-functional collaboration.

Personality

High integrity, proactive, customer-centric, structured, and able to work independently in a fast-paced environment.

Languages

English & Hindi required; Marathi preferred.

Key Performance Indicators (KPIs)

Customer retention & satisfaction

TEU volume growth per customer

Revenue per TEU & margin improvement

On-time contract renewals and collections

Growth in new commercial service lines