Commercial Head, OSRO (Oceania and Southeast Asia)
About this role
Job Responsibilities
Job summary: The role drives sustainable growth through effective pricing, capacity optimisation, and sales execution, while ensuring alignment between Trade and country commercial teams. It also plays a critical role in strengthening commercial capabilities, governance, and operating discipline across multiple markets, contributing to both regional and enterprise-wide objectives. This role is accountable for leading and directing the commercial function across the OSRO region (Oceania and Southeast Asia/Bangladesh), with full ownership of regional revenue performance, market positioning, and commercial strategy execution.
Responsibilities:
- Provide strategic leadership and direction for commercial activities across Oceania ( including North & 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 & 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.
- Oversee the development and alignment of regional commercial budgets, ensuring delivery against financial targets and strategic priorities.
- Drive continuous improvement in sales processes and operating models to enhance efficiency, consistency, and scalability across markets.
- Represent OSRO in HQ-led strategic initiatives and cross-functional programmes, contributing to enterprise-wide objectives and ensuring regional alignment and execution.
- Drive a high-performance, growth-oriented sales culture with clear expectations on pipeline development, customer acquisition, and revenue delivery.
- Establish robust management cadence, performance tracking, and accountability frameworks to ensure consistent execution and delivery across all country teams.
- Develop and elevate the leadership and commercial capabilities of country commercial heads, ensuring succession strength and long-term organisational sustainability.
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.
Company at a glance
Pacific International Lines (PIL) is among the top 12 container shipping lines in the world. Established in Singapore in 1967, we are the largest home‑grown carrier in Southeast Asia.
We serve customers in over 500 locations, with a focus on Asia, China, Africa, the Middle East, Latin America, Oceania and the Pacific Islands. Operating a fleet of around 100 container vessels, we provide shipping services and solutions to customers in more than 90 countries worldwide.
Whatever the product – dry, refrigerated, breakbulk or special cargo – we will find a way to ship it in a safe and efficient manner. With our global network of agencies and intermodal corridors, we aim to bring value to our customers through end-to-end transportation.
At PIL, we are driving connectivity for our customers and partners with markets and communities. Our people-centric approach puts customers first, by leveraging expertise and technology to provide efficient and sustainable solutions.
We supplement our core liner shipping business with container manufacturing and logistics services to provide solutions across the supply chain.
Guided by a future-focused vision, we are committed to sustainability and making a positive impact on communities. For more information, visit www.pilship.com
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