Head Commercial – Leading Logistics Major

Role

Head – Commercial

Client

Large logistics/3PL arm of a large, diversified Conglomerate

Location

Western India

Mandate Outline

Client is one of the largest logistics players in the domestic 3PL space and is also a part of a very large, top 5 Indian business house. The logistics arm had done very well, taken on board marquee PEs as investment partners to fuel further growth and strengthened the management team to deliver the growth. One such role was to bring on board a Head – Commercial, who will help win, structure and monitor large, multi-year logistics contracts. Each contract was different in terms of SLAs, and upfront and on-going investments in infrastructure, and thus had to be carefully evaluated and structured, to protect and grow EBIT.

The Head – Commercial was expected to work closely with the CEO and the Heads of various BUs to review response to RFPs as well as client engagements, to ensure that the SLAs can be delivered and importantly, adequately priced into the commercials. As the part of the client engagement team, the Head – Commercial was expected to ensure that changes in SLAs and investment expectations arising from negotiations are adequately factored in. Post the win, the Head – Commercial was expected to monitor the ongoing profitability and ensure course corrections, including renegotiating where necessary. The client preferred someone with prior experience in negotiating large, multi-year services contracts (e.g., large deal teams from IT sector).

This mandate required us to combine our unique strengths in the two practices that we focus on – CEO Practice and CFO Practice, as the role had flavours from both.

Ramadhurai K

Ramadhurai K

Lead - CEO Practice
CEO Movement Index (Jul - Sep 2023)
CEO Movement Index (Apr - Jun 2023)
What is the typical profile of a CEO among ET500 Companies in India? This article gives an useful snapshot

Who leads India Inc?

CEO Movement Index (Oct - Dec 2022)
CEO Movement Index (Jul - Sep 2022)
CEO Movement Index (Apr - Jun 2022)
CEO Landscape - May 2022
Does professionalization of CEO role, help?
12