Commercial Manager (Warehousing)

• The Manager, Commercial is responsible to source, generate, implement and maintain the company’s warehousing and logistics business in accordance with the company’s objectives (i.e. budget revenue and profit targets, product growth initiatives, etc.).
  
• The Manager, Commercial shall identify and develop qualified leads, convert them through the sales process into prospects and customers collaborating with the company's country operatives
  
• The Manager, Commercial is a highly motivated individual with the relevant skill sets, capable of developing compelling value propositions & solutions that foster strong relationships, selling all the company's commodities business and services (Freight, Warehousing, Logistics, Collateral Management, etc.) in Malaysia as the primary focus and SEA as the secondary objective
  

• Hunt, develop qualified leads and convert them through the sales process into prospects and customers. Continuously keep the sales pipeline full with deals at various types and stages, including fresh/new (qualified) leads/introductions. The ideal sales pipeline will always be full with a wide variety of account types, company sizes, diversified industries, transactional vs. strategic business and services offered.
  
• Engages prospects and customers to present the company’s services, always furthering relationships to grow and expand the company’s business. Advocates for both the company and the customer, striving to find win-win solutions that expand and further client relationships.
  
• Performs regular visits to potential and qualified prospects, in accordance with Management directives, to drive the business and achieve the company’s budget revenue, market share and profitability. Builds relationships at all levels and represents the company professionally, including making presentations and attending networking events.
  
• Responsible for the entire sales process up to business implementation and work closely with the relevant departments and country offices in the South-East Asia region and beyond as required.
  
• Review and analyze market information and developments in the commodities sector and work with the Country, SEA/APAC commercial team and Head Commercial– SEA to determine or revise the sales strategy.
  
• Provide management reporting including business reviews, sales planning, meeting and visit reports, etc.
  

• Define, develop, submit for approval sales plans/sector targeting for the Malaysia business, including business, sales planning and budgeting.
  
• Manage the business and relationships with customers according to the agreed operating principles with the Head Commercial – SEA, including but not limited to: Select, negotiate, and enter into agreements with customers, meeting business and other requirements including establishing and implementing the agreed service levels.
  
• Collaborate closely with the country and SEA/APAC Commercial Team within the assigned target markets in the commodity sector and related products such as Metals/Selected Agriculture/EV raw materials/Minerals & Reagents /Project & General Cargo Supply Chains.
  
• Provide sales support to our commercial teams in country offices within the region
  
• Collaborate with our APAC Commercial Team to support the sales and exchange of leads for our international customers to acquire business for the Access World group of companies (e.g. End-to-End Logistics).
  
• Establish business priorities to meet customer requirements.
  

• Government regulatory authorities
  
• Business community, especially the commodity and logistics sectors
  
• Local joint venture partners
  
• International Customers and other market participants
  
• Strategic service providers and vendors (e.g. warehouse providers, shipping lines, trucking companies, freight forwarding agents, etc.)
  

• Commercial/Customer Service/Finance team
  
• Other countries or regional teams
  
• Key staff from SEA/Asia Pacific regional office
  
• Key staff from Global office
  

Requirements

• Experience in the 3rd Party logistics sector and management experience in commodity trade business required.
  
• Strong communicator with good articulation of points to both internal and external stakeholders
  
• Excellent commercial and entrepreneurial flair is critical to the success of this role.
  
• Able to work independently and project manage multiple concurrent tasks/assignments
  
• Strong builder of relationships with interest parties.
  
• Good knowledge of the shipping and logistics management industries.
  
• Good leadership and influencing skills with a collaborative work style, fostering cooperation and teamwork.
  
• Able to handle company information with confidentiality and discretion.
  
• Minimum 8 years of total working experience with 3 years in direct hunting role.
  
• Minimum a college degree from an internationally recognized University.
  

• Good verbal and written communication skills in English is a pre-requisite.
  
• Advanced verbal and written communications skills.
  
• Effective interpersonal skills.
  
• Effective negotiation and conflict resolution skills.
  

Benefits

• Hybrid & flexible working arrangements
  
• Great career progression opportunities & cross-regional exposures
  
• Medical & dental benefits
  
• Company insurance
  
• Petrol card and seasoned parking coverage