Head of Commercial

GSM Group – Logistics Business Unit

Location: Dar es Salaam, Tanzania

GSM Group is inviting applications from qualified and experienced professionals to fill the position of Head of Commercial within its Logistics Business Unit.

Position Details

• Job Title: Head of Commercial
• Department: Commercial
• Section: Commercial
• Business Unit: Logistics
• Reports To: General Manager

Job Purpose

The Head of Commercial will serve as the primary point of contact between the company and its customers, ensuring the delivery of seamless, quality-assured, cost-effective, and reliable end-to-end logistics services. The role is responsible for safeguarding the company’s commercial interests by ensuring contractual obligations are met and revenues are collected as agreed.

The position also provides strategic leadership for the commercial function by driving customer acquisition, strengthening client relationships, negotiating pricing, and improving overall business productivity.

Key Responsibilities

Customer Relationship Management

• Maintain existing customer relationships by ensuring contracts remain profitable and are delivered within budget.
• Identify and pursue new business opportunities through market research, tender participation, quotation preparation, customer visits, and sales presentations.
• Develop and promote the company’s unique selling propositions based on market intelligence and competitor analysis.
• Identify opportunities to expand the customer base and increase revenue.
• Ensure customer complaints are properly recorded, managed, resolved, and communicated to relevant stakeholders.
• Lead price review processes based on market conditions or contractual requirements and ensure timely communication of revised pricing.
• Manage customer contracts and ensure compliance with Know Your Customer (KYC) procedures.
• Ensure active contracts are maintained for both existing and new customers.
• Prepare quotations and follow up until customer confirmation.
• Conduct customer visits, surveys, and business development calls to maintain a strong sales pipeline.
• Analyze business performance, including revenue, profitability, pricing, and Cost-Volume-Profit (CVP) performance.
• Participate in customer service improvement and issue resolution initiatives.

Customer Service Delivery

• Forecast sales performance for upcoming weeks and months.
• Ensure compliance with all relevant regulatory and industry stakeholders, including BIVAC, Ogefrem, Shipping Lines, Tanzania Revenue Authority (TRA), Tanzania Ports Authority (TPA), Tanzania Bureau of Standards (TBS), and GCLA, to facilitate efficient shipment processing.
• Ensure customer inquiries are responded to promptly, preferably within 24 hours.
• Communicate all additional charges, including storage, demurrage, standing time, customs warehouse rent, and removal charges, to customers for timely approval and reimbursement.
• Ensure exceptional customer service by adhering to Standard Operating Procedures (SOPs), turnaround times (TAT), and contractual service requirements.

Cash Collection

• Ensure customer account statements are reconciled, updated, and shared according to agreed schedules.
• Communicate invoicing procedures clearly to support accurate billing.
• Ensure all additional charges are approved by customers and invoiced promptly.

Reporting

• Ensure reports on shipment clearance, delivery tracking, standing time, and related operational activities are accurate and submitted within agreed timelines.
• Prepare and present performance evaluation reports, business reviews, turnaround time analyses, pricing reviews, and sales pipeline updates to customers and management.
• Prepare post-delivery reports highlighting achievements, challenges, and opportunities for improvement.
• Conduct monthly self-performance evaluations, implement improvement actions, and obtain management review.
• Review weekly and monthly operational reports covering targets versus actual performance, shipment status, market research, cash collections, and other commercial activities.
• Perform any other duties assigned by management.

Qualifications and Experience

Applicants should possess:

• Bachelor’s Degree in Business Administration (Marketing) or a related field.
• Minimum of eight (8) years’ experience in a managerial or senior position within the logistics industry.
• Strong leadership, business development, and customer relationship management skills.
• Excellent commercial negotiation and contract management abilities.
• Strong analytical, reporting, and strategic planning skills.
• Sound understanding of logistics operations, pricing strategies, and supply chain management.

How to Apply

Interested candidates should submit their applications through the GSM Group Careers Portal before the closing date.

Application Deadline: 24th July 2026

Note: Only shortlisted candidates will be contacted.

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