Hapag-Lloyd AG

Commercial Director

Hapag-Lloyd AG

full-time

Posted on:

Location Type: Office

Location: Rotterdam • Netherlands

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Job Level

Lead

About the role

  • Build the Corporate Commercial Management Function: Design the commercial operating model: define roles, decision rights, governance, and interfaces between corporate, regions, and terminals.
  • Develop and execute alignment in long term global commercial management strategy.
  • Pricing and Revenue Management: Drive revenue optimization initiatives, notably: Tariff modernization and surcharge frameworks. Contract re-pricing and renewal discipline. Productization of services (e.g., priority berthing, reefer services, storage, gate operations, rail/barge transfers, etc.).
  • Support M&A and Growth Projects: Support commercial due diligence, synergy valuations, and integration of pricing governance.
  • Customer Relationship Management (Entity-Led, Corporate-Supported): Oversee and support customer acquisition, relationship management, and development. Deliver commercial performance management: Develop and implement global performance management, monitoring important commercial indicators including net revenue, yield, margin, retention, win rate, pipeline health, and pricing compliance.

Requirements

  • 15+ years of commercial experience in maritime/terminal operations sector, with demonstrated progression to senior leadership roles
  • Deep understanding of container terminal economics, pricing structures, and revenue management principles
  • Strong analytical and commercial judgment: advanced capability in pricing, yield, and customer profitability analytics—able to translate data into clear actions on tariffs, surcharge frameworks, contract repricing, and renewal strategy
  • Revenue management expertise in complex service environments: comfortable optimizing multi-product, capacity-constrained services (e.g., berth/yard utilization impacts, service levels, ancillary revenue streams) with disciplined governance and price controls
  • Commercial due diligence and value creation (M&A): able to independently assess commercial attractiveness, synergies, and risks; build credible synergy cases and integrate pricing governance post-deal
  • Performance management and dashboarding: highly proficient in building KPI frameworks and dashboards (yield, margin, retention, win-rate, pipeline health, pricing compliance), defining data requirements, and driving a management cadence from insights
  • Influence without authority / stakeholder alignment: strong ability to align regional and terminal leadership—balancing corporate governance with local ownership
  • Customer-facing credibility at senior levels: capable of engaging C-suite counterparts to open doors and support acquisition, while enabling entity teams to manage day-to-day relationships and delivery
  • Structured communication: clear, concise communicator who can turn complex commercial topics into decision-ready recommendations for executives and boards.
Benefits
  • Competitive salary and benefits package
  • High-impact leadership role in a dynamic, global, and collaborative organization
  • Opportunity to shape commercial capabilities for a fast-growing terminal operator
  • Direct reporting to Executive Management with enterprise-wide scope and visibility

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
commercial managementpricing managementrevenue optimizationcontract re-pricingperformance managementKPI frameworksdata analyticscustomer profitability analyticsM&A due diligencedashboarding
Soft skills
analytical judgmentinfluence without authoritystakeholder alignmentstructured communicationcustomer relationship managementleadershipstrategic thinkingcollaborationdecision-makingengagement with C-suite