Commercial Manager

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Job Description

Ceva (Air and Ocean) Fiji Pte Ltd (A joint venture with C J Patel) is a subsidiary of CEVA LOGISTICS, a highly diversified, independent industrial that ranks among the world’s top 5 in freight forwarding and logistics activities with presence in 1600+ locations in 170+ countries. Ceva (Air and Ocean) Fiji Pte Limited offers a full range of services and industry expertise with complete logistics needs of importers and exporters, upstream and downstream of production, organizing transport, customs and regulatory compliance, industrial projects and supply chain services.

The Commercial Manager - Fiji will be responsible for driving revenue growth, profitability, and market expansion for the CEVA's Ocean and Air Freight and logistics business through strategic sales leadership, business development, and effective key account management. The position reports to General Manager - Fiji, Ceva (Air and Ocean) Fiji Pte Ltd.

Outcomes

Organisational Stakeholders
1. Business Development and Revenue Generation
Sales strategies aligned with company objectives developed and executed. Achieve and exceed monthly, quarterly, and annual revenue targets. New revenue streams identified and maximize yield from existing services. Deliver sustained growth in gross profit margins across Ocean and Air Freight segments. Drive pricing strategies in collaboration with operations and finance teams. New business opportunities in Ocean and Air Freight identified and pursued for successful closure. Increase market share within assigned territories and customer segments. Secure new clients and contracts contributing to pipeline growth. Build and maintain a strong sales pipeline with conversion targets. Expand the company’s footprint across key industries (FMCG, retail, manufacturing, etc.). Lead proposal development, tenders, and contract negotiations.
2. Customer Experience & Service Delivery Alignment
Key accounts managed and grown through regular engagement and service reviews. Achieve high client retention rates and increased wallet share from existing accounts. Key accounts supervisor supported with business plans, negotiations and new client onboarding. Client concerns addressed proactively to ensure service excellence. Cross-selling and upselling opportunities identified across logistics solutions. Strong, long-term relationships with strategic clients maintained Market trends, competitor activity, and customer needs monitored regularly Recommend strategic initiatives to improve competitiveness and profitability. Actionable market insights provided to guide pricing, service offerings, and expansion. Competitive positioning in Ocean and Air Freight markets maintained for CEVA.
3. Team Leadership & Performance Management
Commercial/sales team lead, mentored and managed ensuring clear direction and alignment with company strategy. Support team members in closing key deals, including participation in client meetings, negotiations, and presentations where required. Clear KPIs, targets, and performance expectations set for all team members, aligned to revenue and growth objectives. Recognize and reward high performance while addressing underperformance through structured improvement plans. Regular performance reviews, one-on-one meetings, and coaching sessions conducted to track progress and address gaps. Identify skill gaps and implement structured training, coaching, and development programs (e.g., negotiation, customer engagement, product knowledge). Develop and implement succession planning for key commercial roles, ensuring business continuity. A culture of accountability driven by monitoring individual sales pipelines, conversion rates, and client engagement activities. Cross-functional collaboration between sales, operations, and finance teams promoted to enhance service delivery and customer satisfaction. Adherence to company policies, ethical standards, and compliance requirements ensured across all commercial activities.
4. Financial & Reporting Accountability
Annual budgets, quarterly forecasts, and rolling projections managed for the commercial function. Analyze variances between budget, forecast, and actual results, and provide actionable insights and corrective measures. Ensure disciplined cost management, including review of discounts, rebates, and commercial terms offered to clients. Collaborate with finance teams on revenue recognition, accruals, and financial cut-offs to ensure accuracy of reporting. Revenue, gross profit, and margin performance monitored across products, trade lanes, and key accounts, identifying risks and opportunities. Detailed sales pipelines tracked, ensuring alignment between forecasted and actual performance. Oversee customer profitability analysis, including yield per shipment, cost-to-serve, and contribution margins. Monthly sales reports, prepared and presented including performance dashboards, KPIs, and business insights. Senior management supported with data-driven recommendations for strategic decisions, investments, and market expansion. Compliance with internal financial controls, company policies and confidentiality and audit requirements ensured.

Responsibilities - Critical Competencies

Competence	Description
Business
Strategic Development	Establish the strategic direction and steer the organisation towards its goals
Systems and Procedures	Develop and/or apply procedures to assist the organisation achieve its goals.
Customer
Customer Commitment	Demonstrate a commitment to customer service - both internal and external customers.
Promotion	Promote the value of the products/services offered by the organisation.
Relationship Building	Build beneficial relationships with suppliers and stakeholders.
People
Negotiation	Reach agreement through discussion and compromise.

Qualifications

Qualification	Discipline	Notes
Preferred
Diploma	Business and Management, Manufacturing/Production/Logistics, Sales/Marketing/Advertising
Desirable
Degree	Business and Management	Bachelor’s degree in Business, Logistics, Supply Chain, or related field.

Work Knowledge and Experience

1. Minimum 7–10 years’ experience in freight forwarding/logistics (Ocean & Air Freight).
2. Proven track record in sales, business development, and account management.
3. Strong understanding of international trade lanes, pricing, and freight operations.
4. Strong commercial acumen and negotiation skills.
5. Results-driven with strong analytical skills.
6. Strategic thinking and market insight in ocean and air freight.
7. Strong communication, leadership and customer relationship management skills and experience.

Requirements

Language Proficiency
Excellent command of English
Regulatory Compliance Requirements
Driver’s License

Interactions

Interaction	Comments
Internal
Finance Team
Management Team
Sales and Commercial Team
Operations Team
External
Customers
Regulators
Contractors

Attributes

Attribute	Definition
Behavioural Styles
Accountable	Assumes full responsibility for own actions and identifies with the success or failure of own part of the overall work/goal.
Achiever	Puts in effort to achieve a desired result or goal and is motivated by this end and the overall accomplishment.
Innovative	Devises new and creative ways to do things comes up with original ideas.
Integrity	Adherence to moral and ethical principles; soundness of moral character; honesty.
Reliable	Is able to be trusted to do what is expected or has been promised, puts in a great amount of effort believing in the value of work.
Interpersonal Styles
Extrovert	Outgoing and showing interest in events going on around them, particularly people, new experiences and changing situations.
Objective	Impartial and honest in dealings with others, eliminating own feelings and view to reach a balanced judgement.
Team Oriented	Enjoys being with others as part of a group or team.
Thinking Styles
Analytic	Able to separate things into their constituent elements in order to study or examine them, draw conclusions, or solve problems.
Challenger	Queries, tests information/beliefs and provokes thought.
Decisive	Reaches conclusions, promptly and firmly.
Initiative	Takes action and makes decisions without the help or advice of other people.

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