Commercial Director - Global Famous Freight Forwarding Business
Robert Half View all jobs
- Shanghai
- Permanent
- Full-time
- Develop and execute annual and quarterly sales plans, allocating targets to ensure KPIs-including revenue, profit, and volume-are achieved
- Analyze market trends, rate fluctuations, and competitor activity; adjust sales direction and resource allocation accordingly
- Build and continuously improve sales management systems, including customer segmentation, pricing strategies, pipeline management, and performance evaluation to enhance overall sales efficiency
- Design and implement a dedicated strategy to grow CIF (non-FOB) business, increasing its share of total revenue
- Lead efforts to acquire direct shippers, mid-sized traders, and emerging e-commerce sellers, establishing end-to-end service capability covering quotation, booking, and overseas arrangements
- Leverage internal rate procurement and overseas agent networks to develop competitive CIF products in key markets
- Recruit, train, and mentor the sales team (including regional sales, key account managers, and trade lane specialists); conduct performance reviews
- Build a talent pipeline by developing high-potential team members with strong CIF development skills, product knowledge, and negotiation capabilities
- Foster a results-driven, customer-centric team culture that encourages collaboration and accountability
- Maintain effective communication with overseas agents, shipping lines, regional headquarters, and global counterparts to support international business alignment and resource integration
- Collaborate with pricing, customer service, and operations teams to optimize the end-to-end customer experience, particularly for CIF shipments
- Represent the company at industry events, overseas agent meetings, and client visits to strengthen brand presence
- Bachelor's degree or above, preferably in International Trade, Logistics, Business Administration, English, or related fields
- Minimum 8 years of sales experience in international freight forwarding, with at least 3 years in a sales management role
- Experience in multinational freight forwarding or large global logistics companies is considered a strong asset
- Demonstrated experience in CIF (non-FOB) business development, with solid knowledge of major trade lanes such as Trans-Pacific, Asia-Europe, etc.
- In-depth understanding of freight forwarding operations; strong grasp of the business model differences, profit structure, and risk control aspects between CIF and FOB
- Strong analytical, negotiation, and key account development skills
- Familiarity with building sales management systems and data-driven decision-making
- Proficiency in English as a working language, with excellent verbal and written communication skills to independently conduct negotiations and daily coordination with overseas agents, headquarters, and global clients
- Cross-cultural communication skills and ability to work effectively in an international business environment
- Results-oriented with strong sense of ownership and ability to perform under pressure
- Strategic thinker with ability to translate business goals into actionable team plans
- Proven leadership skills with capacity to inspire and empower team members