Regional Sales Manager

Role Purpose

Drive regional commercial growth by increasing revenue, strengthening key account penetration and ensuring country‑level sales alignment with corporate trade and pricing strategies.

• Formulate and execute regional sales strategies to achieve trade, revenue and profitability targets.
• Monitor market trends, competitor activities and regional trade developments to support commercial decision‑making.
• Provide timely reporting to RGM and Trade teams on critical market intelligence including analysis and strategic recommendations.
• Support regional strategic projects, trade campaigns and broader corporate commercial initiatives.

• Lead country sales teams to expand the customer base and strengthen key account relationships.
• Maintain senior‑level relationships with strategic customers and take timely action with high‑value or escalated customer cases.
• Oversee major RFQs, service contracts, and key account negotiations in coordination with Trade, Pricing and Global Sales.
• Ensure accurate and timely updates of CRM systems, sales pipelines, and performance reporting.
• Review business opportunities with reference to cargo and customer mix taking necessary actions to support Trade’s portfolio and yield objectives.

• Lead regional and country sales teams to ensure strong execution of commercial strategies and consistent performance across markets.
• Set clear goals, KPIs and performance expectations for sales staff.
• Provide coaching, mentoring and guidance to uplift sales capability, customer engagement skills and commercial negotiation competency.
• Identify talent needs, support hiring decisions and drive succession planning to build a sustainable and high‑performing sales organization.
• Design and oversee structured development programs and training interventions to improve sales effectiveness and productivity.
• Address performance gaps or behavioral issues promptly and fairly in accordance with HR policies.

• Work closely with Operations, Customer Service and Trade Management teams to ensure service delivery meets customer expectations and supports commercial goals.
• Maintain strong communication across regional and global stakeholders to support aligned commercial strategies.

• Degree in Business, Logistics, Supply Chain or related field.
• At least 10 years’ commercial experience in container shipping, logistics or freight forwarding.
• Proven success in account development, contract negotiation and revenue growth.
• Strong understanding of trade dynamics, regional trade lanes, freight pricing and yield/cargo mix optimization.
• Experience handling major RFQs and high‑value BCO/NVO accounts.
• Strong commercial acumen with excellent negotiation, analytical and problem‑solving skills.
• Proficient in Excel, Power BI and CRM/analytic tools.
• Strong communication, presentation and stakeholder management skills.