Job Description

The incumbent is responsible for driving commercial growth, business development and market expansion across the Group while overseeing the business performance, growth and profitability of the APAC cluster.

The incumbent provides strategic leadership and direction to strengthen the Group's commercial capabilities, drive customer acquisition, expand strategic accounts and enhance market competitiveness across all business units and geographies. Working closely with regional and country leadership teams, the incumbent ensures alignment of commercial priorities, business development initiatives and growth strategies with the Group's overall objectives.

As a key member of the Group's senior leadership team, the incumbent champions commercial excellence, fosters cross-border collaboration and drives sustainable revenue growth through effective customer engagement, strategic partnerships and market development. The role also supports in strengthening customer relationships, expanding the Group's regional presence and delivering long-term business growth.

PRIMARY DUTIES AND RESPONSIBILITIES

1. Business Leadership & Regional Performance

Lead and oversee the overall business performance, growth and profitability of the APAC cluster.
Develop and execute regional business strategies aligned with the Group's vision, objectives and growth priorities.
Drive revenue growth, market expansion and customer acquisition across the region.
Monitor country performance and implement appropriate interventions to address business, commercial and operational challenges.
Foster collaboration across countries to maximize synergies, resource optimization and sharing of best practices.
Review and drive achievement of financial, commercial and operational targets across the region.
Represent the Group in strategic engagements with customers, partners, government agencies and industry stakeholders across APAC.

2. Group Commercial Leadership

Develop and implement the Group's commercial strategy to support sustainable revenue growth and profitability.
Establish commercial priorities, sales governance and business development frameworks across the organization.
Drive alignment of commercial activities across regions, countries and business units.
Strengthen the Group's market position through strategic customer engagement and value proposition development.
Identify new business opportunities, strategic partnerships and emerging market opportunities.
Lead major commercial initiatives that support the Group's long-term growth objectives.

3. Sales & Business Development Management

Provide functional leadership and direction to commercial and business development teams across the Group.
Drive business development activities to secure new customers, expand market share and accelerate revenue growth.
Oversee sales pipeline development, customer acquisition efforts and key account growth strategies.
Review business development performance and ensure achievement of commercial targets.
Promote cross-selling, integrated solutions and collaboration across business units and geographies.
Establish best practices in customer engagement, sales management and commercial execution.

4. Leadership of Corporate Business Development Function

Provide direct functional leadership to Corporate Heads of Business Development.
Align business development priorities and activities with the Group's strategic growth objectives.
Review and strengthen business development pipelines, opportunity conversion and customer acquisition performance.
Facilitate collaboration and knowledge sharing across business development teams.
Support the development and execution of strategic pursuits, large-scale commercial opportunities and cross-border initiatives.

5. Customer& Market Development

Build and maintain strong executive-level relationships with key customers, strategic accounts and business partners.
Drive customer retention, customer satisfaction and account growth initiatives.
Ensure customer requirements are translated into practical, scalable and commercially sustainable solutions.
Support the resolution of significant customer issues, commercial disputes and business escalations.
Monitor market trends, customer needs and competitive developments to identify new business opportunities.

6. Commercial Excellence & Growth Initiatives

Drive commercial effectiveness through structured sales processes, account management and performance measurement frameworks.
Promote the adoption of data-driven decision-making and commercial analytics.
Lead initiatives to improve sales effectiveness, customer engagement and business development capabilities.
Support commercial transformation, digitalisation and process improvement initiatives.
Identify opportunities to improve competitiveness, profitability and customer value creation.

7. Financial Performance &Governance

Drive achievement of Group revenue, profitability and growth targets.
Monitor sales performance, pipeline health, business development effectiveness and return on commercial investments.
Ensure compliance with commercial governance, pricing discipline and approval frameworks.
Support annual business planning, budgeting and forecasting processes.
Ensure alignment with corporate governance standards, policies and regulatory requirements.

8. People & Organisational Capability

Develop and mentor commercial leaders and business development professionals across the Group.
Build organizational capability through coaching, succession planning and talent development initiatives.
Foster a culture of accountability, collaboration, customer focus and continuous improvement.
Encourage innovation, market responsiveness and commercial excellence across all teams.

JOB REQUIREMENTS

Bachelor's degree in Logistics, Supply Chain, Business, Marketing or a related field. MBA or relevant postgraduate qualification would be an advantage.
At least 20 years of relevant experience in commercial, sales and/or business development, preferably within the logistics, supply chain, 3PL or related industry, with experience in a leadership role.
Proven track record in business development, customer acquisition, account growth and revenue generation.
Experience in developing sales pipelines, pursuing business opportunities and driving the conversion of key opportunities.
Strong customer engagement and relationship management skills, with experience working with key customers and senior business stakeholders.
Good understanding of logistics and supply chain solutions across areas such as warehousing, transportation, freight forwarding, 3PL, last-mile or e-commerce logistics.
Strong commercial and financial acumen, including a good understanding of pricing, margins, P&L, budgeting and profitability.
Strong leadership, negotiation, communication and stakeholder management skills regional or multi-country experience would be an advantage.
Willingness to travel across the region as required ( 50%).