Head of Commercial (Region) (M/F)

Singapore (Singapore)

The Head of Commercial leads the Regional Commercial Team. This team combines all functions that support the Regional Head and the Regional unit (F/GCs) in securing LH Cargo's optimum commercial performance on financial and non-financial KPIs. This includes both the revenue/sales side, as well as the cost dimension.

Within the targets set by the Regional Head, the Head of Commercial (Region) performs and oversees the following tasks:

Sales Planning and Performance Management

  • Create and implements the annual Regional revenue budget in cooperation with Global Sales Management (F/XG).
  • Establishes a Regional business plan in support of LCAG's corporate goals and their translation into local activity.
  • Coordinates and supports the Regional units (F/GC's) in all measures ensuring achievement of LCAG's revenue and profitability KPIs: Rev. forcasting, gap analysis and action planning; pricing; load factor optimization (where applicable); product & destination mix, etc.
  • Manage all network planning (long term and short term) and capacity adjustments within the Region (incl. SPA & BSA agreements), and liaises with central network management accordingly.
  • Where applicable, ensures that the Region's FCTL processes are in line with global standards.
  • Where applicable, manages the RFS (Road Feeder Service) cost budget and the optimal setting and use of LCAG trucking network in the Region.
  • Ensures a high level of market and customer intelligence for the Region in cooperation with central units (FRA F/XG).
  • Interfaces with central product development and product management units, communicating the demands of the market and translating central propduct impulese into Regional sales efforts where applicable.


  • Create and implements the annual Regional marketing plan and any other global communication topics in cooperation with the central communication team (F/CI) and the Regional units (F/GC's).
  • Coordinate and implements all network- and pricing-communication in the Region.
  • Gives guidance to the Regional units for communication-standards & - tools, incl. branding and corporate design topics.
  • Organizes and implements the Region's customer- & press events.


  • Maintains and applies a Regional performance scorecard in accordance with LCAG's global KPI framework.
  • Supports the Regional head and Regional units in achieving LCAG's Financial and non-financial commercial KPI's.
  • Creates and implements the annual Regional cost budget in cooperation with central controlling.
  • Proactively monitors the cost development of all LCAG units in the Region to ensure optimum cost development. Analyzes existing gaps and support the relevant units in developing corrective actions.
  • Coordinates all Regional activities in per suit of "Continuous Improvement (CI)" measures.
  • Liaises with LGBS and the CA-organization to ensure cooperation and coordination.

Process Management

  • Supports the implementation of LCAG's commercial processes in the Region and acts as interface to central departments for overarching commercial process topics.


  • Takes on special projects and all other duties assigned by the Regional Head.

People Management

  • Leads the Regional Commercial Team (disciplinary and functional).
  • Selects, guides and develops personnel within the guiding principles for personnel management at LCAG.

Your profile

Experience and Qualifications

  • Master or bachelor’s degree with min. 5 - 8 years of relevant professional experience in the logistics or airline industry.
  • Business/Economics or Engineering University degree desirable, preferably with emphasis on marketing /sales, commerce and / or logistics
  • Good knowledge of Lufthansa Cargo's commercial processes and organization. Ability to connect own activities to the worldwide LH Cargo system independently. Alternatively, excellent knowledge of comparable international airline / logistics industry structures.
  • Willingness to travel
  • Fluency in spoken and written English, basic German knowledge will be highly desirable, but not required.
  • Good Knowledge of IT application, in particular with MS office, Excel. Word and Power Point

Technical Competencies and other prerequisites

  • Excellent Analytical skills
  • Excellent Business sense
  • Excellent Cost consciousness
  • Strong Detail oriented
  • Strong Innovation
  • Excellent communication skills
  • Excellent Understanding of mathematical concepts
  • Excellent problem solving
  • Strong Productivity Management
  • Strong Quality consciousness
  • Excellent Productivity driven
  • Excellent Reasoning Ability
  • Good Safety and Security
  • Excellent Strategic Thinking
  • Excellent Leadership skills

 Personal Competencies

  • Excellent Ability to work under pressure
  • Strong Adaptability
  • Excellent Assimilation
  • Excellent Change Management
  • Excellent Oral communication
  • Excellent Written communication
  • Excellent Conceptual thinking / procedure
  • Excellent Conflict management skills
  • Excellent Customer orientation
  • Strong Customer service
  • Excellent Commitment
  • Strong Corporate awareness
  • Strong Delegation
  • Excellent Flexibility
  • Strong Independence
  • Strong Initiative
  • Excellent Intercultural awareness
  • Strong Management skills
  • Excellent Negotiating skills
  • Excellent Professionalism
  • Excellent Reliability
  • Excellent Tem work

 Environmental influences or other encumbrances

  •  Working under time pressure and high stress levels

Authorities (disciplinary/professional/financial)

  • In accordance with rules and regulations, and given authorities
  • Must possess permit to work

If this is you, please forward your detailed resume with a recent passport sized photograph, including your current and expected salary via online


**We regret only shortlisted candidates will be notified.

**Please submit your application not exceeding 2 MB

About Lufthansa Cargo AG

Lufthansa Cargo Aktiengesellschaft, headquartered in Frankfurt am Main, Germany, is a subsidiary of Deutsche Lufthansa Aktiengesellschaft. Lufthansa Cargo ranks among the world’s leading air freight carriers and currently employs about 4,150 people worldwide. Lufthansa Cargo focuses on the airport-to-airport business. The cargo carrier serves around 300 destinations in more than 100 countries with its own fleet of freighters, the belly capacities of passenger aircraft operated by the Lufthansa Group and an extensive road feeder service network. The bulk of the cargo volume is routed through Frankfurt Airport.
Please apply via Be-Lufthansa.com under the job number P0459V051
If this is you, please apply online.