Commercial Head, Project Logistics, Asia Pacific Region

Job Summary

The candidate operates in the Project Logistics sector across the Asia Pacific region, focusing on commercial growth, customer engagement, and delivering tailored logistics solutions to meet complex supply chain needs. Accountable for commercial performance in Project Logistics across Asia Pacific, driving new account onboarding, portfolio growth, and customer retention through strategic sales, relationship management, and operational collaboration.

Responsibilities

• Monitor global project logistics market activity and proactively identify tender opportunities to drive business growth
• Identify and generate profitable direct sales from new and existing accounts within the APAC region to exceed revenue targets
• Own and manage the APAC business pipeline, assigning accountability and advancing negotiation stages to closure
• Analyze and understand unique customer supply chain requirements across CEVA Project Logistics subsectors to tailor solutions
• Retain and grow the portfolio of accounts by delivering senior-level relationship management and service execution
• Prospect potential opportunities and deliver compelling value propositions and pricing solutions to customers
• Develop and execute multi-year strategic Account Plans with defined growth targets by product for assigned customers
• Collaborate effectively within a matrix organization and virtual teams, building strong internal relationships with Sponsor, Global, Regional, and Sector leaders
• Build strategic relationships with key customer contacts to identify value-creation opportunities and deepen account engagement
• Lead regular business review meetings with customers, coordinating operational and support teams to address performance and improvements
• Communicate customer expectations from business reviews to operations and support teams for implementation
• Develop detailed understanding of customer business streams and maintain comprehensive relationship maps using CEVA's CRM system
• Leverage existing CEVA solutions and case studies to penetrate accounts and drive growth
• Coordinate with implementation teams on new projects to ensure alignment with customer expectations
• Define and agree on customer reporting requirements and KPIs at Country, Regional, and Global levels for ongoing performance review
• Lead resolution of contractual and commercial decisions with customers in compliance with CEVA policies and terms
• Manage tender pricing validation, present offers, and conclude business deals including contractual obligations
• Maintain accurate and timely updates of all customer engagement activities and business development opportunities within C-View
• Perform other duties as assigned by the line manager

Required competencies and certifications

• Minimum 10 years of experience in freight forwarding and contract logistics, with essential Project Logistics expertise
• Proven track record in business development and sales roles driving revenue growth
• Ability to communicate, present, and influence stakeholders at all organizational levels, including executive and C-level
• Demonstrated ability to manage the sales process from planning through to closure
• Ability to clearly articulate product and service differentiators to customers
• Knowledge of industry standards and regulations such as C2K, EDI standards, IATA rules, and compliance requirements
• Strong analytical and project management skills applied to logistics operations
• Capability to troubleshoot operational issues effectively
• Excellent listening, negotiation, and presentation skills in business contexts
• Proficient verbal and written communication skills