Commercial Manager

3 hours ago

Navi Mumbai Maharashtra India, Maharashtra RSA Global Full time

Job Title: Commercial Manager – JNPT Automated Empty Container Yard

Location: Navi Mumbai, India

Reports To: Chairman / CEO

Function: Commercial & Customer Management

Type: Full-time | On-site


About the Role

RSA Global is seeking a dynamic Commercial Manager to lead the commercial strategy for our automated empty-container yard project at JNPT. This role is central to building long-term relationships with major industry stakeholders—shipping lines, NVOCCs, freight forwarders, and logistics service providers—while ensuring strong pricing, profitable contracts, and exceptional customer experience.

This is a hands-on, strategic commercial role requiring deep container logistics knowledge, strong negotiation expertise, and the ability to translate operational strengths into customer value.


Key Responsibilities

1. Customer Relationship Management

  • Build and maintain strong partnerships with shipping lines, NVOCCs, freight forwarders, and transport operators.
  • Act as the primary contact for all commercial and contractual discussions.
  • Align customer needs with operations, M&R, documentation, and finance teams.

2. Commercial Strategy & Pricing

  • Develop tailored commercial proposals aligned with pricing and profitability goals.
  • Analyse market trends, competitor pricing, and cost dynamics for rate optimization.
  • Lead contract negotiations, renewals, and review cycles.

3. Business Development & Revenue Growth

  • Identify new revenue streams within existing accounts (M&R, storage extensions, digital services, etc.).
  • Support partnerships and MOUs with key stakeholders at JNPT.
  • Collaborate with operations and finance to ensure accurate billing, dispute resolution, and timely collections.

4. Market & Customer Insights

  • Track trade lane movements, carrier alliances, and port developments.
  • Provide forecasts, performance reports, and volume/revenue projections.
  • Represent RSA Global in industry forums, port meetings, and customer events.

5. Governance & Performance Management

  • Maintain accurate contract, pricing, and compliance records.
  • Work with finance/operations teams to monitor yield, utilization, and contribution margins.
  • Lead customer profitability reviews and recommend commercial adjustments.


Profile & Experience Required

Criteria Requirements

Education

Graduate in Business, Supply Chain, Maritime Studies, or Engineering; MBA preferred.

Experience

10–15 years in container logistics, preferably with a shipping line, depot, or terminal operator.

Industry Knowledge

Strong understanding of JNPT ecosystem, container yard operations, depot management, and M&R commercial frameworks.

Skills

Relationship management, commercial negotiation, pricing strategy, analytical capability, stakeholder influence, and cross-functional collaboration.

Personality

High integrity, proactive, customer-centric, structured, and able to work independently in a fast-paced environment.

Languages

English & Hindi required; Marathi preferred.


Key Performance Indicators (KPIs)

  • Customer retention & satisfaction
  • TEU volume growth per customer
  • Revenue per TEU & margin improvement
  • On-time contract renewals and collections
  • Growth in new commercial service lines

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