The Head of Commercial, APAC is a key member of the regional leadership team, responsible for leading and scaling the commercial organization across APAC. This role owns end-to-end commercial performance across new business, account management, and customer growth, driving sustainable revenue expansion and strong customer outcomes.
The role defines and executes the regional go-to-market strategy, ensures alignment across countries, products, and functions, and engages senior client stakeholders across both local and network accounts.
Key Responsibilities
Commercial Performance & Growth
- Own regional revenue, volume (air and ocean), pipeline, and retention
- Set clear targets across segments and geographies, driving accountability and execution
Go-to-Market & Strategy
- Define and execute APAC go-to-market strategy aligned with global priorities
- Drive targeted growth across industries, corridors, and customer segments
- Partner with Marketing to deliver aligned demand generation and positioning
Sales & Account Management
- Lead new business and account management across the full customer lifecycle
- Support strategic account development and close high-value opportunities
- Build senior relationships with key customers, both locally and across the network
Sales Operations & Enablement
- Establish scalable processes, metrics, and governance across the region
- Partner with Revenue Operations on forecasting, pipeline visibility, and performance insights
- Ensure the right structure across SDRs, AEs, and Account Management
- Drive enablement to improve productivity, consistency, and execution
Organization & Leadership
- Build and lead a high-performing commercial team, including hiring, structure, and succession
- Develop leaders and drive a strong performance and accountability culture
- Align teams across countries while enabling local market execution
Cross-Functional Alignment
- Partner closely with Operations, Product, Finance, and Trade teams
- Ensure alignment across geographies, products, and functions to deliver outcomes
- Represent APAC in global commercial leadership forums
What you need
- 10+ years in senior commercial or external-facing client roles, with 5+ years of people
- Management experience, including managing managers in a fast-paced environment
- Demonstrated expertise in logistics, supply chain, or freight forwarding
- Proven track record of leading multi-role commercial organizations and scaling sales teams
- Strong strategic, analytical, and project management capabilities
- Excellent communication, interpersonal, and organizational skills
- Ability to build trust and work well with a diverse group inside and outside the company
- Education: BA/BS degree required
- High integrity, self-motivated, and detail-oriented
- Entrepreneurial approach with the courage to challenge the status quo
- Fluent in English
