Purpose of the Job
The Regional Freight & Commercial Manager is responsible for driving profitable freight growth and commercial performance across Jordan, Iraq, Kurdistan, Palestine, and Turkey. The role will lead the development and execution of freight product strategies, sales growth initiatives, pricing governance, operational excellence, customer acquisition, and key account management while ensuring alignment with regional and global freight objectives.
The incumbent will act as the subject matter expert for Air Freight, Ocean Freight, Land Freight, Project Logistics, and Supply Chain solutions, partnering with Country Managers, Commercial Teams, and Operations to maximize revenue, profitability, customer satisfaction, and market share across the cluster
Job Description
Commercial & Business Development
• Develop and execute the regional freight growth strategy across all assigned countries.
• Drive revenue, gross profit, and volume growth for Air, Ocean, and Land Freight products.
• Partner with Country Managers and Commercial Teams to achieve freight sales targets and business objectives.
• Identify new business opportunities, market segments, and trade lanes to expand regional freight revenue.
• Support strategic customer acquisition, retention, and development initiatives.
• Lead commercial negotiations with key customers and strategic accounts.
• Participate in major customer presentations, tenders, and contract negotiations.
• Develop customized logistics and freight solutions based on customer requirements.
• Monitor market trends, competitor activities, and industry developments to identify growth opportunities.
• Lead cross-selling initiatives between Freight, Express, Supply Chain, and E-commerce products.
• Support countries in recovering lost business and expanding existing customer portfolios.
Customer & Key Account Management
• Build and maintain strong relationships with strategic and high-value customers.
• Act as the regional escalation point for major customer concerns and service issues.
• Conduct regular customer visits across the region.
• Ensure customer requirements are translated into operationally feasible and profitable solutions.
• Review customer profitability and implement improvement plans where required.
• Support stations in resolving claims, disputes, service failures, and performance-related issues.
• Drive customer satisfaction and retention through proactive engagement.
Pricing & Procurement
• Develop regional pricing strategies aligned with market conditions and profitability objectives.
• Approve strategic pricing, special rates, and commercial exceptions within delegated authority.
• Lead procurement negotiations with airlines, shipping lines, trucking companies, consolidators, and logistics partners.
• Secure competitive rates and capacity agreements across key trade lanes.
• Monitor freight margins and implement corrective actions where necessary.
• Support RFQs, tenders, bids, and large project opportunities.
• Ensure pricing governance and consistency across all countries.
Operations & Product Management
• Work closely with Operations teams to ensure service excellence and operational efficiency.
• Standardize freight operating procedures and best practices across the cluster.
• Ensure proper implementation and compliance with Freight SOPs, CargoWise processes, and operational standards.
• Drive continuous improvement initiatives to enhance service quality and reduce operational costs.
• Collaborate with Global and Regional Product Teams on product development and network optimization.
• Support stations in managing complex shipments, project cargo, and special handling requirements.
• Ensure operational KPIs and service standards are consistently achieved.
• Oversee the entire lifecycle of freight shipments, ensuring timely and efficient execution from booking to delivery
Job Requirements - Experience and Education
• 10-12 years of experience in Freight Forwarding, Logistics, Supply Chain, or Transportation.
• Minimum 5 years in a leadership or regional management role.
• Strong experience in Air Freight, Ocean Freight, Land Freight, and Project Logistics.
• Proven commercial and business development experience.
• Experience managing multi-country operations is highly preferred.
• Strong understanding of regional trade lanes and logistics markets across the Middle East.
• Bachelor's Degree in Logistics, Supply Chain Management, Business Administration, International Business, or related field.
• MBA or Professional Logistics Certification is preferred.