Head, Commercial

Job Description

The Head of Commercial is accountable for the end-to-end commercial performance and strategic growth of the company's solutions and services portfolio, spanning both domestic and cross-border offerings.

This role serves as the overall P&L owner for a $350 million revenue line, with direct responsibility for driving revenue generation, pricing strategy, business development, and operational excellence. The Head of Commercial plays a critical role in maximising profitability, expanding market share, and ensuring long-term, sustainable growth across all product and service segments.

A. P&L Ownership & Commercial Strategy (Overall Accountability)

• Financial Performance: Own the $350M P&L, including revenue targets, gross margin, operating costs related to BD, and overall profitability for the domestic and cross-border business segments.
• Strategic Planning: Define and execute the 3-year commercial strategy, market entry priorities, and product monetization roadmaps in collaboration with Product, Finance, and Operations teams.
• Market Leadership: Analyze market trends, competitive positioning, and customer needs to identify and capitalize on opportunities for differentiated growth.
• Budget Management: Develop and manage the commercial budget, ensuring optimal resource allocation for BD activities and technology investments.
• Board/Executive Reporting: Provide accurate, timely, and insightful reporting on commercial performance, including variance analysis and forward-looking forecasts.
• Performance: Monitor overall sales performance, pipeline development and commercial KPIs.

B. Market Intelligence, Partnership & Alliance Management

• Partner Identification: Identify, vet and prioritize potential partners, strategic alliances that can accelerate market access, enhance product offerings, or create new value streams.

• Negotiation & Structuring: Lead the negotiation of complex partnership agreements, including terms, revenue sharing models, and operational frameworks.

• Relationship Management: Cultivate and maintain strong relationships with key strategic partners to ensure mutual value creation and long-term success. This includes regular performance reviews and identifying opportunities for expansion within existing partnerships.

• Ecosystem Development: Build and manage a network of industry contacts, advisors, and influencers to strengthen the company's position and identify future opportunities.

• Represent the company in industry forums, trade shows, and networking events to enhance brand presence.

• Data-driven: Implement data-driven forecasting and market intelligence to guide business decisions.

C. Pricing & Yield Management

• Pricing Strategy Ownership: Be the final decision-maker on pricing policies, discount structures, and commercial terms across all domestic and cross-border products / services.
• Margin Optimization: Implement sophisticated yield management and dynamic pricing models to maximize profitability and utilization of service capacity
• Competitive Intelligence: Establish a continuous monitoring process for competitor pricing and market-specific rate movements, adjusting strategies proactively to maintain a competitive edge and optimize margin.
• Cost & Value Analysis: Lead detailed cost-to-serve analysis and customer lifetime value (CLV) modelling to inform pricing floors and customized deal structures.
• Ancillary Pricing: Develop and manage the pricing structures for value-added services, surcharges and customize client solutions

D. Product & Service Innovation

• Voice of the Market: Act as a key liaison between the market and internal product/R&D teams. Translate market insights and partnership feedback into actionable recommendations for new product features, service offerings, or business models.
• Pilot Programs: Initiate and oversee pilot programs with strategic partners to test new concepts, gather user feedback, and validate market fit before a full-scale launch.
• New Market Entry: Develop and execute strategies for introducing existing products or services into new geographic markets or customer segments. Lead the development of tailored logistics solutions for strategic industries (eg, FMCG, eCommerce, Cold Chain, Healthcare).

E. Leadership, People Development & Culture

• Internal Alignment: Work closely with other functional heads to ensure business development initiatives are aligned with and supported by the broader organization.
• Team leadership: Build and lead a competent team via coaching, mentoring and providing guidance.
• Inculcate SingPost principles, ie CADETS as part of our DNA and continuous training to upskill and drive a high performing team.
• Drive collaboration and cohesiveness within the smaller and wider team, ie includes cross functional.

Requirements

• Bachelor in Business, Logistics, Supply Chain Management, or a related field.
• Must have at least 15 years of business development experience within the logistics industry with extensive knowledge of logistics operations and the e-commerce ecosystem.
• Proven P&L responsibility of at least $100 million
• Demonstrated success in product and sales management, as well as strategic business development
• Strong analytical and financial acumen, with a deep understanding of key business drivers and financial metrics
• Excellent organisational, communication, and team leadership skills.
• Ability to influence stakeholders and build strong professional relationships across all levels.
• High level of accountability, urgency, and ownership.
• Resilient under pressure with a positive, can-do attitude.
• Self-motivated and results-driven leader, capable of driving growth and innovation in a fast-paced environment.