Commercial Manager

The Commercial Manager is responsible for driving commercial growth within the assigned territory by selling international logistics and supply chain solutions. This role reports to the Country Manager, KSA and focuses on securing new business in alignment with corporate objectives including revenue, profit, and product development targets.

The ideal candidate is a proactive, results-driven professional with a deep understanding of global logistics and the ability to independently close high-value business deals.

Business Development & Sales Execution:

• Identify, qualify, and develop new leads into long-term customers, focusing on new client acquisition
• Promote and sell the company’s logistics solutions (air, ocean, and road freight, supply chain services, etc.) to prospective clients.
• Build and maintain strong client relationships through regular engagement and exceptional service.
• Independently manage the entire sales cycle, from prospecting and needs analysis to proposal, negotiation, and closure.
• Achieve or exceed annual growth targets (revenue, profit, volume) as agreed with leadership.

Client & Internal Collaboration:

• Serve as the primary point of contact for prospects and clients, maintaining ongoing communication and service oversight.
• Collaborate with Customer Service and Sales Support teams to establish SOPs for onboarding and servicing new accounts.
• Guide the preparation and delivery of competitive, profitable pricing proposals, understanding both internal cost structures and market conditions.
• Evaluate client credit needs and coordinate with the credit control department as required.

Sales Process & Reporting:

• Ensure timely follow-up on all leads, domestic and overseas, until conversion.
• Monitor and maintain Days Sales Outstanding (DSO) within KPI targets for self and team.
• Provide regular pipeline updates, sales performance reporting, and contribute to forecasting accuracy.
• Drive adherence to internal CRM processes and reporting standards.

Trade Lane Management:

• Develop and execute sales priorities, pricing strategies, and business plans for assigned trade lanes.
• Provide input into annual trade lane budgeting and planning cycles.
• Identify and pursue development opportunities in collaboration with both local and overseas sales management teams.
• Launch, manage, and track targeted sales campaigns for designated trade lanes, ensuring strategic alignment.
• Support the sales force with tools such as benchmarking data, competitive insights, and value proposition kits for specific lanes.
• Act as a subject matter expert (SME) on assigned trade lanes, consulting with sales teams to enhance customer engagement and win rates.
• Establish a list of must-win customers in coordination with Product and Sales leaders.
• Track pipeline size and conversion ratios across assigned lanes; conduct root cause analysis where targets are not met and implement corrective action plans.