Senior Manager, Commercial Trade Lead GNP

As Commercial Trade Lead for the Global NVO Program (GNP) Region Asia, you are responsible for driving commercial performance, strategic trade development and customer growth across assigned Asia export trades. The role leads a team of Global NVO Account Managers and acts as the central coordination point between Trade Management, Cargo Control, Regional GNP teams, Area Organizations and Global Account stakeholders. The position ensures alignment of customer strategies, capacity utilization, profitability and sustainable growth in line with Regional Asia and Global NVO objectives.

1. Trade Lane Strategy & Commercial Leadership

• Define and drive the commercial strategy for assigned trade lanes (e.g. Asia–North Europe, Asia–South Europe, Asia–Oceania and Intra Asia) in alignment with Regional Asia and GNP HQ objectives. 
• Own the commercial performance of assigned trades, including volume growth, revenue development, contract fulfillment and contribution targets. 
• Partner closely with Trade Management to align customer demand, capacity availability and trade priorities. 
• Lead trade-specific growth initiatives and commercial campaigns to maximize customer retention and market share. 
• Monitor market developments, competitor activities and customer trends to identify risks and business opportunities. 
• Drive allocation and cargo prioritization discussions to support strategic customer commitments and business objectives. 
• Ensure effective execution of trade lane strategies across all Asia Area and Country organizations.

• Act as the commercial representative of the Global NVO Program for assigned export trades.

 

2. Cross-Functional Coordination & Stakeholder Management

• Serve as the primary interface between the Global NVO Program and key internal stakeholders including Trade Management, Uptake Management (TMUP), Area Organizations, Regional Commercial Management and other Global NVO Regions.

• Facilitate alignment between customer requirements, commercial priorities and operational capabilities.

• Lead regular stakeholder discussions to ensure transparency, alignment and timely decision-making.

• Coordinate commercial initiatives and strategic actions across multiple functions and regions.

• Support escalation management by driving solutions for capacity, operational or commercial challenges.

• Build and maintain strong working relationships with regional and global stakeholders to support business objectives.

• Represent the Global NVO Program in regional and global forums, trade reviews and strategic discussions.

• Ensure consistent communication and execution of Global NVO priorities throughout Region Asia.

 

3. Account Management Leadership

• Lead, coach and develop a team of Global NVO Account Managers responsible for all Asia export trades.

• Establish clear objectives, priorities and performance expectations for the Account Management team.

• Foster a high-performance culture focused on customer growth, accountability and collaboration.

• Ensure alignment of customer strategies and commercial activities across the assigned trade portfolio.

• Provide guidance and support in customer negotiations, strategic discussions and escalation management.

• Drive knowledge sharing and best practice exchange across the team and wider GNP organization.

• Support talent development, succession planning and capability building within the team.

• Promote Hapag-Lloyd values and leadership principles through daily engagement and team management.

 

4. Customer Strategy Execution

• Support the development and execution of customer growth strategies in partnership with Global Account Managers, Area Sales teams and Regional Commercial Management.

• Ensure customer business plans are aligned with trade lane objectives, capacity strategies and commercial priorities.

• Drive customer portfolio performance through proactive volume steering and opportunity management.

• Monitor contract implementation, customer commitments and fulfillment performance across assigned trades.

• Identify growth opportunities and develop action plans to increase customer share of wallet.

• Coordinate customer-specific initiatives across functions and regions to ensure successful execution.

• Act as escalation point for strategic customers and support resolution of commercial challenges.

 

5. Performance Reporting & Tactical Action Planning

• Monitor and analyze trade lane, customer and team performance against agreed targets and KPIs.

• Deliver regular performance reviews, forecasts and business updates to regional and global stakeholders.

• Identify commercial risks, performance gaps and growth opportunities through data-driven analysis.

• Develop and implement corrective action plans to address performance deviations and market changes.

• Support annual budget planning, target setting and business forecasting processes.

• Drive continuous improvement initiatives to enhance commercial effectiveness and operational efficiency.

• Ensure accurate reporting of volume, revenue, contract fulfillment and customer performance metrics.

• Utilize market intelligence and business analytics to support strategic decision-making and future planning.

 

Succession Criteria for Position:

• Achievement of assigned volume, revenue and contribution targets.

• Growth and retention of Global NVO customer portfolio.

• Effective execution of trade lane strategies and customer growth plans.

• High contract fulfillment and allocation utilization performance.

• Strong stakeholder satisfaction across Trade Management, Area Organizations and Global Account teams.

• Successful development and engagement of the Account Management team.

• Delivery of commercial initiatives supporting Regional Asia and Global NVO objectives.

What Makes You A Fit

• Minimum 5 years of Liner Shipping experience in Key Account Management, Trade Management, or Commercial Steering within the logistics or freight forwarding industry.

• Strong commercial acumen with strategic planning and execution capabilities.

• Proven leadership experience or strong leadership potential with the ability to coordinate cross-functional teams.

• Excellent stakeholder management and communication skills, especially in a matrix and multicultural environment.

• Analytical mindset with a solid understanding of pricing, volume planning, and customer behavior.

• Fluent in English; other regional languages are a plus.