Commercial Director
Location: Cluj-Napoca / Timișoara
1. Role Purpose
The Commercial Director is responsible for leading and developing the company’s integrated commercial operations across both the rail freight transportation business and the road transport division. The role is focused on building a profitable customer portfolio, positioning the company as a provider of multimodal logistics solutions, and driving sustainable revenue growth in line with the Group’s strategic objectives.
2. Organizational Context
Our client operates in the rail freight transportation sector and has a rapidly expanding road transport division. The Group’s strategy is centered on strengthening its integrated service offering by combining the advantages of rail freight (high-volume capacity, CO₂ efficiency, and long-distance transportation) with the flexibility of road transport, enabling the company to meet the increasingly complex requirements of industrial and logistics customers.
The Commercial Director will play a key role in driving the company’s transition toward a multimodal business model, with direct responsibility for increasing market share and maximizing portfolio profitability.
3. Key Responsibilities
A. Commercial Strategy & Business Development
- Develop and implement the annual commercial strategy in alignment with the Group’s objectives.
- Identify and capitalize on growth opportunities across both rail and road freight markets.
- Develop integrated and multimodal transport solutions for key customers.
- Monitor market trends, competitor activities, and developments within the logistics and transportation industry.
- Represent the company in strategic negotiations, tenders, and partnership discussions.
B. Customer Portfolio Management
- Build and maintain long-term relationships with strategic customers across industries such as heavy industry, chemicals, agriculture, retail, and e-commerce.
- Oversee the quotation process, contract negotiations, and customer satisfaction initiatives.
- Lead and coordinate the account management and sales teams.
- Define and monitor commercial KPIs, including revenue, gross margin, customer retention, and Net Promoter Score (NPS).
C. Team Leadership & Management
- Lead, motivate, and develop the commercial organization, including rail sales, road sales, and commercial operations.
- Set individual and team objectives and conduct regular performance evaluations.
- Collaborate closely with Operations, Finance, and Legal departments.
- Prepare monthly and quarterly reports for executive management and the Board of Directors.
D. Pricing & Profitability
- Define pricing strategies for both rail and road transportation services based on cost structures, market demand, and competitive positioning.
- Analyze profitability by route, customer, and cargo type.
- Optimize the revenue mix to maximize overall commercial margins.
E. Institutional Relations & Strategic Partnerships
- Maintain strong relationships with relevant authorities (Romanian Railways, ARF, AFER), industry associations, and strategic partners.
- Represent the company at transportation and logistics trade fairs, conferences, and industry events.
- Identify and negotiate partnerships with rail operators, ports, and logistics platforms.
4. Candidate Profile & Requirements
Education & Experience
- Bachelor’s degree in Transportation, Business, Engineering, or a related field; an MBA is considered an advantage.
- Minimum of 7 years of experience in sales and/or business development, including at least 3 years in a management role within the transportation or logistics industry.
- Proven experience in rail freight transportation and/or international road freight transport.
- Demonstrated track record of consistently achieving and exceeding commercial targets.
Technical Competencies
- Strong knowledge of the Romanian and Central & Eastern European (CEE) transportation markets.
- Solid understanding of pricing models, Incoterms, and complex logistics operations.
- Ability to develop and present compelling value propositions for multimodal transport solutions.
- Advanced proficiency in CRM systems, reporting tools, and data analysis.
- Languages: English (advanced, mandatory); German or Hungarian is considered an advantage.
Leadership & Soft Skills
- Strong leadership capabilities with the ability to motivate and develop high-performing commercial teams.
- Experienced negotiator with the ability to manage complex C-level commercial agreements.
- Strategic mindset combined with a strong results-oriented approach.
- Excellent communication, presentation, and relationship-building skills.
- Adaptable and resilient in fast-paced and competitive business environments.
- Willingness to travel frequently within Romania and internationally.
5. What We Offer
- Competitive compensation package, including a fixed salary and KPI-based performance bonus.
- A high-impact leadership role within a growing company, with Group-level exposure.
- The opportunity to shape and implement your own commercial vision and strategy.
- A dynamic professional environment supported by an experienced rail and road transportation team.
- Company car, mobile phone, laptop, and full travel support.
- Professional development opportunities and participation in international transportation and logistics conferences.
Thank you for your interest in this professional opportunity! Please note that you will be contacted by an Antal recruiter only if your experience matches the role you applied for. Your CV will be kept in our database for future professional opportunities that may be suitable for the next step in your career.
By applying for this job, you grant Antal Romania/Cluj-Napoca Office written consent and full permission to store your CV in Antal’s systems and to send it to Antal’s clients for evaluation as a candidate for available positions in their organizations.
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