Commercial Manager

About the role

The Commercial Manager will lead the commercial department of a fast‑growing freight forwarding company. You will supervise the sales and pricing teams, protect gross profit, and drive revenue growth through strategic customer acquisition and negotiation.

Key responsibilities

• Lead the Commercial Department and supervise Sales and Pricing Executives.
• Review the commercial pipeline daily and weekly, monitoring leads, RFQs, quotations, bookings and lost opportunities.
• Approve special pricing cases, low‑GP cases and escalations within authority.
• Protect gross profit by ensuring expected GP is recorded before quotations are sent.
• Monitor pricing response time, SLA compliance, quotation speed and quality.
• Support the Sales Team in difficult negotiations and with strategic customers.
• Analyse lost opportunities, identify recurring loss reasons and implement corrective actions.
• Build and improve the supplier, carrier, agent and vendor network together with the Pricing Executive.
• Coordinate with Marketing, Operations and Finance to align lead quality, hand‑over processes and financial reporting.
• Prepare weekly commercial reports, participate in monthly performance reviews and ensure CRM discipline across the team.
• Coach, correct and develop the commercial team while escalating commercial risks when needed.

Required profile

• Bachelor’s degree in Business, Logistics, Supply Chain, International Trade or a related field.
• Strong freight forwarding experience with import and export shipments.
• Good understanding of sea, air and land freight, trucking, customs and local charges.
• Experience in RFQs, quotations, pricing coordination and customer follow‑up.
• Ability to review cost, selling price, expected GP and margin.
• Experience managing a small sales or commercial team (preferred).
• Proficiency with CRM or system‑based workflows.
• Good understanding of B2B customer handling and commercial reporting.

Required skills

• Odoo ERP
• CRM systems