Commercial Head, OSRO (Oceania and Southeast Asia)

Job Responsibilities

Job summary: This role leads the Commercial and Customer Service functions across the OSRO region, covering Oceania and Southeast Asia/Bangladesh. It is accountable for regional revenue performance, customer experience, market positioning, and commercial strategy execution. The Commercial Head drives sustainable growth through effective pricing, capacity optimisation, sales execution, customer retention, and service excellence. It also ensures close alignment between Trade, Commercial, Customer Service, and Operations teams to deliver a consistent, customer-focused approach across markets.He / She plays a critical role in strengthening commercial and service capabilities, governance, customer focus, and operating discipline across multiple markets, supporting both regional and enterprise-wide objectives.

Responsibilities:

• Provide strategic leadership and direction for commercial activities across Oceania (including North and 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 and 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.
• Provide strategic leadership and oversight of Customer Service teams across the OSRO region, ensuring consistent service standards, customer satisfaction, operational discipline, and alignment with regional commercial objectives.
• Drive continuous improvement in customer experience, service processes, and case management practices to enhance customer retention, loyalty, and overall service performance.
• Oversee the development and alignment of regional commercial budgets, ensuring delivery against financial targets and strategic priorities.
• Drive continuous improvement in sales and customer service operating models to enhance efficiency, consistency, and scalability across markets.
• Ensure effective collaboration between Trade, Commercial, Customer Service, and Operations teams to deliver an integrated customer-centric approach across the region.
• Represent OSRO in HQ-led strategic initiatives and cross-functional programmes, contributing to enterprise-wide objectives and ensuring regional alignment and execution.

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.