Head of Commercial

4 weeks ago

Chennai, India House of Shipping Full time

House of Shipping Management Consultancies FZCO is a leading provider of business consultancy and advisory services to clients in the shipping and logistics industry. Our consultancy services cover a wide range of areas, including Legal Services, Human Resources, Finance and Tax, IT, Process and Transformation, and Marketing.


Designation : Head of Commercials

Experience : 15+ Years in freight forwarding and Liner cargo commercial operations

Location : Chennai


Job purpose:


Head Commercial is an integral part of the House of Shipping leadership team, responsible for delivering commercial and key projects services and lead commercial strategy, policy and planning for major and innovative commercial initiatives that deliver an integrated transport solutions to our clients.


Main tasks and responsibilities

  • Work with the managing director to lead and manage commercial and key projects team through a significant strategic and organizational deliverable. Managing the progress of projects and performance of the commercial & key projects team.
  • Provide visionary leadership and management of the organization’s service functions, to ensure the overall performance and achievement of commercial, and plan to ensure that our support services enable quality outcome.
  • Increase the operational effectiveness and efficiency to help position commercial team as a key sales support function in a very competitive humanitarian landscape with the ability to scale up and down in new countries quickly.
  • Set long-term strategic direction for the functions, anticipate key trends, opportunities and vulnerabilities and position functional support to ensure that commercial team’s infrastructure and knowledge are stable and supports the demands of current programs and future growth of the key clients.
  • Contribute to overall strategy, leadership, values, culture and decision-making through active membership of the Leadership Team and Enforce adherence to quality procedures.
  • Improve operational effectiveness by overseeing and developing global support services and extending these services to be fully global, through digital technology, standardization with compliance.
  • Provide key data and information for the executive team to make complex organizational and strategic decisions based on the right analysis, synthesis, and interpretation of data and trends.
  • Execute the commercial outcomes required of the shared services to deliver high quality, effective services to all external and internal customers.
  • Service Texture consistency across all the functions to facilitate global customer onboarding and Business process contingencies
  • Drive the development, implementation, and continual review of robust policies, frameworks, and operational and service delivery plans to ensure the effective management of the portfolio of activities, compliance with relevant legislation, policy and guidelines, and effective risk management.
  • Develop and foster strong relationships with internal stakeholders and Support Services leaders, establish service terms, performance standards and feedback channels.
  • Assess Operations ability to provide quality service standards through statistical monitoring of the commercial areas and identify areas of concern or opportunities where service improvements can be realized.
  • Propose business process improvements through workflow analysis methods to support system developments throughout all business capabilities.
  • Drive the development and testing of business continuity and other emergency and recovery plans in accordance with corporate frameworks.
  • Through an exemplary leadership develop a culture of Accountability by setting and managing clear objectives and KPIs.
  • Develop a strong leadership bench strength and ensure business continuity by implementing a working talent management and succession plans.


Key interactions (Internal | External)

External: Various management, sales Functions

Internal: business process management, operational excellence, Operations, finance, Legal, Administration, human resource and management.


Education requirements

Required: Bachelor’s degree in a related field, e.g., Commerce, Trade, International Business, economics, business administration, information systems.

Preferred: Master’s degree in a related field.

Degree / Diploma or relevant experience. Proficient in MS Word, Excel and PowerPoint


Language requirements

English – Fluent (required)


Background and experience

  • Extensive knowledge in freight forwarding and Liner cargo commercial operations.
  • Knowledge of Terminal operating systems, shipping operations, vessel services and port rotations.
  • Experience as a commercial management, or as a commercial manager
  • Acquaintance with business development or marketing to understand sales acumen.
  • Strong leadership skills, with the ability to think strategically
  • Excellent written, verbal and interpersonal communication skills
  • Familiarity with project management


Competencies and skills

  • Good time management/ ownership of task completion.
  • Out-of-the-box thinking / Problem solving/Reporting.
  • Global Service Quality Indices
  • Productivity metrices
  • Reduction in failure rates
  • Internal and External Audits results
  • Improvement in Customer Satisfaction Surveys and Voice of Customers
  • Develop and manage, deliver the KPI agreed with tight work deadlines.
  • Working knowledge in Cargo wise

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