Commercial Head, OSRO (Oceania and Southeast Asia)

Job Responsibilities

Job summary: The role drives sustainable growth through effective pricing, capacity optimisation, and sales execution, while ensuring alignment between Trade and country commercial teams. It also plays a critical role in strengthening commercial capabilities, governance, and operating discipline across multiple markets, contributing to both regional and enterprise-wide objectives. This role is accountable for leading and directing the commercial function across the OSRO region (Oceania and Southeast Asia/Bangladesh), with full ownership of regional revenue performance, market positioning, and commercial strategy execution.

Responsibilities:

• Provide strategic leadership and direction for commercial activities across Oceania ( including North & South Pacific Islands) and Southeast Asia/Bangladesh, with accountability for regional commercial performance and market positioning.
• Define and drive export pricing strategy and space optimisation for Oceania ( Australia & New Zealand) markets, ensuring alignment of commercial priorities across Australia and New Zealand within a dynamic and competitive environment.
• Drive sustainable outbound and inbound commercial growth across all OSRO countries.
• Strengthen commercial capability and execution across regional teams, embedding discipline, performance management, and data-driven decision-making.
• Oversee the development and alignment of regional commercial budgets, ensuring delivery against financial targets and strategic priorities.
• Drive continuous improvement in sales processes and operating models to enhance efficiency, consistency, and scalability across markets.
• Represent OSRO in HQ-led strategic initiatives and cross-functional programmes, contributing to enterprise-wide objectives and ensuring regional alignment and execution. 
• Drive a high-performance, growth-oriented sales culture with clear expectations on pipeline development, customer acquisition, and revenue delivery. 
• Establish robust management cadence, performance tracking, and accountability frameworks to ensure consistent execution and delivery across all country teams. 
• Develop and elevate the leadership and commercial capabilities of country commercial heads, ensuring succession strength and long-term organisational sustainability. 

Job Requirements

• Bachelor’s degree in Business, Logistics, Supply Chain, or a related discipline; postgraduate qualifications (e.g. MBA) are advantageous.
• Minimum 15 years of relevant experience in container shipping, logistics, or related commercial leadership roles, with a strong track record in driving regional business performance
• Demonstrated experience in leading multi-country or regional commercial teams, with accountability for revenue, pricing strategy, and market execution. 
• Strong exposure to international trade lanes and market dynamics, particularly across Oceania and/or Southeast Asia.
• Proven track record in delivering revenue growth and managing commercial P&L drivers, including volume, yield, and cargo mix optimisation.
• Experience in stakeholder management at senior levels, including cross-functional collaboration with Trade, Operations, and regional/global leadership.