Head of Commercial - Shipping Line, Mumbai

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