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Head of Commercial - Shipping Line, Mumbai

ConfidentialIndia, Mumbai

1 day ago

Job description

Are you an experienced Commercial Head from a shipping line and responsible for Pan-Asia business with strong operational excellence and stakeholder relationships background

This is an excellent role to be part of a growing shipping company and play a pivotal role in their Pan- Asia markets.

Role and Responsibilities :

Market Intelligence & Service Optimization

Monitor and resolve service utilization issues for ex-India operations
Track market rate trends, demand patterns, and competitive movements
Maintain awareness of competitor strengths, weaknesses, and strategic positioning
Provide timely market insights and strategic recommendations to Trade Managers on identified threats and opportunities

Capacity Management

Proactively manage supply-side dynamics to prevent over / under capacity scenarios

Develop advance strategies for seasonal demand peaks and low-volume periods

Propose preventive and corrective measures to address market challenges and opportunities

Business Development & Sales

Drive revenue growth beyond existing service port-pairs through Pan-Asia product offerings

Leverage Through Bill of Lading (Through B / L) options to expand network reach

Identify and develop third-party buy-sell opportunities to increase market share

Focus on value-based selling, including revenue per metric ton optimization and special cargo development

Stakeholder Management

Build and maintain strong relationships with Main Line Operator (MLO) and Non-Vessel Operating Common Carrier (NVOCC) senior leadership

Balance external customer demands with internal trade stakeholder expectations

Collaborate with industry peers to support rate stability and General Rate Increase (GRI) initiatives

Requirements :

Educational Qualifications, Knowledge and Experience :

Bachelor's degree in Commerce or related field (required). MBA in Sales & Marketing (preferred)

15+ years in sales and marketing within the shipping / logistics industry

Minimum 4-5 years of team leadership and management experience

Proven track record in technical sales beyond rate-based negotiations

Strong leadership and team management capabilities

Goal-oriented approach with demonstrated success in market share growth

Technical proficiency in container shipping operations and cargo types

Excellent relationship-building skills at senior executive levels

Strategic thinking with ability to anticipate market movements

Willingness to travel regularly to relevant locations across the region

Skills Required

Capacity Management, Sales, Technical Sales, Market Intelligence, Stakeholder Management, Business Development, service optimization

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Head Commercial • India, Mumbai