Commercial Manager

Location: melbourne
Job Type: permanent
Salary: Competitive salary on offer
Contact: Christine Armadass
About the Organisation
This organisation is a family-owned logistics business built on strong values, long-term relationships and a hands-on operating model. Founded by the predecessor of the current leadership team, the business has a proud legacy grounded in respect, hard work and doing right by customers and partners.
The business has undergone significant transformation and rapid growth over the past few years, with a clear and ambitious growth trajectory over the coming years.
Growth has been driven by a focus on scalability, consistency and strengthening core foundations, supported by long-term client partnerships rather than transactional engagements. The organisation places strong emphasis on trust, reliability and genuine care across all relationships — internally and externally.
This is a values-led, owner-operated environment where accountability matters, people support one another, and leaders are expected to take ownership and actively shape the next phase of growth.
 
About the Role
This is a senior leadership role reporting directly to the CEO and forming part of the Executive Leadership Team. The role exists to bring structure, ownership and consistency across pricing, contracts and margin performance as the business continues to scale.
The role has end-to-end accountability for pricing frameworks, contract structures and governance, with a focus on improving visibility, control and forward planning. It will play a critical role in supporting sustainable growth by reducing reactive behaviours and embedding clearer ways of working across teams.
The role also leads and develops a small team and works closely with Sales, Operations and the executive team to improve insight, decision-making and execution as the organisation moves through its next growth phase.
 
Key Responsibilities
Pricing, Margin & Performance
  • Own pricing frameworks and governance across customers and services.
  • Improve visibility and control of margin by customer, lane and carrier.
  • Reduce margin leakage and reactive pricing behaviour.
Contracts & Governance
  • Own the development, negotiation and ongoing management of customer and carrier contracts.
  • Increase the proportion of customers on formal contracts with clear structures and protections.
  • Introduce consistency to contract timing, moving away from ad hoc or monthly negotiations.
  • Establish clear rules and governance that internal teams follow.
Planning & Insight
  • Develop forward-looking views (12–24 months) to support planning and decision-making.
  • Provide clear insight into where the business sits in the market, including strengths, risks and opportunities.
  • Support growth and acquisition decisions with data-driven insight.
Leadership, Process & Systems
  • Lead, develop and set clear priorities for a small team of analysts.
  • Establish scalable processes, frameworks and ways of working.
  • Improve systems usage and data discipline across reporting and forecasting.
  • Lift the quality, consistency and impact of insights shared across the business.
Relationships
  • Build and maintain strong, long-term relationships with key carriers and major customers.
  • Manage carrier mix to reduce concentration and service risk.
  • Balance firm outcomes with a partnership-based approach that builds trust and credibility.
 
Candidate Profile
  • Background from industry or the customer side within freight, transport or logistics
  • Strong understanding of rates, lanes, surcharges and carrier dynamics.
  • Strong analytics – distilling large volumes of data into tangible and clear information
  • Proven experience working in a smaller or scaling business where structure needed to be built.
  • Relationship-driven, but confident being firm and decisive when required.
  • Demonstrated experience negotiating and managing robust contracts with customers and suppliers.
  • Hands-on, practical operator with a strong sense of urgency.
  • Comfortable making decisions with imperfect information.
  • Experienced leading and developing a small team in a fast-moving environment.
For more information or a confidential discussion, contact Christine Armadass on 0483952152 

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