Head of Commercial, APAC

The Head of Commercial, APAC is a key member of the regional leadership team, responsible for leading and scaling the commercial organization across APAC. This role owns end-to-end commercial performance across new business, account management, and customer growth, driving sustainable revenue expansion and strong customer outcomes.

The role defines and executes the regional go-to-market strategy, ensures alignment across countries, products, and functions, and engages senior client stakeholders across both local and network accounts.

Key Responsibilities

Commercial Performance & Growth

• Own regional revenue, volume (air and ocean), pipeline, and retention
• Set clear targets across segments and geographies, driving accountability and execution

Go-to-Market & Strategy

• Define and execute APAC go-to-market strategy aligned with global priorities
• Drive targeted growth across industries, corridors, and customer segments
• Partner with Marketing to deliver aligned demand generation and positioning

Sales & Account Management

• Lead new business and account management across the full customer lifecycle
• Support strategic account development and close high-value opportunities
• Build senior relationships with key customers, both locally and across the network

Sales Operations & Enablement

• Establish scalable processes, metrics, and governance across the region
• Partner with Revenue Operations on forecasting, pipeline visibility, and performance insights
• Ensure the right structure across SDRs, AEs, and Account Management
• Drive enablement to improve productivity, consistency, and execution

Organization & Leadership

• Build and lead a high-performing commercial team, including hiring, structure, and succession
• Develop leaders and drive a strong performance and accountability culture
• Align teams across countries while enabling local market execution

Cross-Functional Alignment

• Partner closely with Operations, Product, Finance, and Trade teams
• Ensure alignment across geographies, products, and functions to deliver outcomes
• Represent APAC in global commercial leadership forums

What you need

• 10+ years in senior commercial or external-facing client roles, with 5+ years of people
• Management experience, including managing managers in a fast-paced environment
• Demonstrated expertise in logistics, supply chain, or freight forwarding
• Proven track record of leading multi-role commercial organizations and scaling sales teams
• Strong strategic, analytical, and project management capabilities
• Excellent communication, interpersonal, and organizational skills
• Ability to build trust and work well with a diverse group inside and outside the company
• Education: BA/BS degree required
• High integrity, self-motivated, and detail-oriented
• Entrepreneurial approach with the courage to challenge the status quo
• Fluent in English