Commercial Manager

Job Title: Commercial Manager JNPT Automated Empty Container Yard

Location: Navi Mumbai, India

Reports To: Chairman / CEO

Function: Commercial & Customer Management

Type: Full-time | On-site

About the Role

RSA Global is seeking a dynamic Commercial Manager to lead the commercial strategy for our automated empty-container yard project at JNPT. This role is central to building long-term relationships with major industry stakeholdersshipping lines, NVOCCs, freight forwarders, and logistics service providerswhile ensuring strong pricing, profitable contracts, and exceptional customer experience.

This is a hands-on, strategic commercial role requiring deep container logistics knowledge, strong negotiation expertise, and the ability to translate operational strengths into customer value.

Key Responsibilities

1. Customer Relationship Management

• Build and maintain strong partnerships with shipping lines, NVOCCs, freight forwarders, and transport operators.
• Act as the primary contact for all commercial and contractual discussions.
• Align customer needs with operations, M&R, documentation, and finance teams.

2. Commercial Strategy & Pricing

• Develop tailored commercial proposals aligned with pricing and profitability goals.
• Analyse market trends, competitor pricing, and cost dynamics for rate optimization.
• Lead contract negotiations, renewals, and review cycles.

3. Business Development & Revenue Growth

• Identify new revenue streams within existing accounts (M&R, storage extensions, digital services, etc.).
• Support partnerships and MOUs with key stakeholders at JNPT.
• Collaborate with operations and finance to ensure accurate billing, dispute resolution, and timely collections.

4. Market & Customer Insights

• Track trade lane movements, carrier alliances, and port developments.
• Provide forecasts, performance reports, and volume/revenue projections.
• Represent RSA Global in industry forums, port meetings, and customer events.

5. Governance & Performance Management

• Maintain accurate contract, pricing, and compliance records.
• Work with finance/operations teams to monitor yield, utilization, and contribution margins.
• Lead customer profitability reviews and recommend commercial adjustments.

Profile & Experience Required

Criteria Requirements

Education

Graduate in Business, Supply Chain, Maritime Studies, or Engineering; MBA preferred.

Experience

1015 years in container logistics, preferably with a shipping line, depot, or terminal operator.

Industry Knowledge

Strong understanding of JNPT ecosystem, container yard operations, depot management, and M&R commercial frameworks.

Skills

Relationship management, commercial negotiation, pricing strategy, analytical capability, stakeholder influence, and cross-functional collaboration.

Personality

High integrity, proactive, customer-centric, structured, and able to work independently in a fast-paced environment.

Languages

English & Hindi required; Marathi preferred.

Key Performance Indicators (KPIs)

• Customer retention & satisfaction
• TEU volume growth per customer
• Revenue per TEU & margin improvement
• On-time contract renewals and collections
• Growth in new commercial service lines