Commercial Director
Job Description
Role Charter
Department: CommercialFunction: Commercial
Position Name: Commercial Director
Reporting To: Chief Operating Officer
Role Definition
Commercial Director is responsible for driving revenue by executing ATAs strategy in the region and accountable to guide and lead in Commercial Team to add incremental clients to our network, retaining them, and growing revenue over continuous relationships.This role requires leadership across commercial operations, contract management, sales, pricing, and market analysis, and will work closely with senior management to develop and execute strategic initiatives that maximize profitability and business growth.
The Commercial Director will have a pivotal role in driving strategy deployment into action plans that will combine marketing strategies, operational excellence and pricing optimization, all this to enhance ATA competitive edge thought out the globe.
Key Responsibilities
Strategic Leadership: Lead the commercial strategy for the organization with a specific focus on the Automotive and Machinery verticals, aligning it with corporate goals and objectives. Provide insights on market trends, regulatory developments, and the competitive landscape to position the company for growth in these sectors, especially within contract logistics and supply chain services.
Sales and Pricing Strategy: Oversee the development of pricing models, sales strategies, and commercial policies tailored to the specific dynamics of the Automotive and Machinery industries. Ensure these strategies align with market conditions and profitability goals.Drive the commercial sales team to meet or exceed revenue targets within the contract logistics (supply chain services) vertical.
Contract Management: Lead the negotiation, execution, and management of high-value contracts within the Automotive and Machinery sectors, particularly those related to supply chain and logistics services. Ensure compliance, risk management, and profitability while reviewing and approving commercial contracts to guarantee they meet organizational objectives and adhere to legal standards.
Collaboration with Operations: Work closely with the supply chain and logistics operations teams to ensure seamless alignment between commercial strategies and operational execution. Address any gaps between the commercial plan and supply chain operations, particularly in the context of Automotive and Machinery logistics solutions.
Market Intelligence and Analysis: Continuously monitor and analyze market trends, customer needs, competitor activities, and technological advancements within the Automotive and Machinery sectors, with a focus on contract logistics services.Use insights to recommend adjustments to the commercial strategy and identify new growth opportunities in these verticals.
Customer Relationship Management: Oversee and nurture key customer relationships within the Automotive and Machinery industries, ensuring high levels of customer satisfaction, retention, and long-term partnerships. Develop and implement strategies for customer engagement and resolution of complex issues in the logistics and supply chain space.
Team Leadership: Lead, mentor, and develop the commercial team, ensuring they are equipped with the skills, knowledge, and motivation needed to drive success in the Automotive, Machinery, and contract logistics markets. Foster a culture of continuous improvement, innovation, and accountability.
Financial Oversight: Take full responsibility for revenue and profit forecasting, P&L management, and budget development within the context of the Automotive and Machinery sectors and contract logistics services. Ensure that financial performance meets or exceeds organizational goals and targets, with a particular focus on the logistics side of the business.
Qualifications:
- Education: Bachelor's degree in supply chain management, Logistics, or a related field. MBA or other relevant advanced degree preferred.
- Experience: Minimum of 15+ years of experience in commercial leadership within the supply chain, logistics, or related industries, with at least 7+ years in a senior leadership role.
- Skills: Strong business acumen and experience in managing large-scale commercial operations.
- Excellent negotiation and contract management skills.
- Proven track record of driving business growth and improving profitability.
- Deep understanding of supply chain processes, logistics, and market trends.
- Ability to lead cross-functional teams and collaborate effectively with operations, finance, and senior leadership.
- Exceptional communication, presentation, and interpersonal skills.
- Ability to thrive in a fast-paced, dynamic environment.
- High level of integrity and ethical business practices.
- Strong problem-solving and decision-making abilities.