Manager, Commercial – Hong Kong and Macau

JOB OVERVIEWWe are a fast-growing e-commerce logistics company headquartered in Hong Kong, with operations across Hong Kong, Macau and international trade lanes. We are looking for a Commercial Manager who can build and drive a sales team, while staying close to the market and customers.You will be responsible for the commercial quality of the business — rate card, GP/yield, tender discipline — and measured on team revenue and team GP. This is a player-coach role: you will coach junior sales staff on quoting, closing and retention, but you will also step in on key accounts, complex tenders and critical negotiations when the team needs extra weight.This is not a desk-based pricing role. You will be expected to lead from the front, maintain your commercial edge, and show the team what winning looks like.KEY RESPONSIBILITIESLead, coach a small commercial team on daily pipeline management, quotation quality, closing discipline and account retention. Set clear performance standards and hold the team accountable.Own and manage rate cards for key products, including air, fulfilment, warehousing, and last-mile services.Review and approve quotations and commercial terms to protect yield / GP; challenge underpriced deals and guide the team on competitive but profitable pricing.Lead RFQ/RFP/tender submissions, including pricing strategy and cross-functional coordination with Operations and Finance.Support complex and strategic deals, providing guidance on solution design, negotiations, and deal closure.Monitor market trends, rates, and competitor pricing to optimize commercial performance and pricing strategy.Prepare and present commercial reports covering revenue, GP, pipeline performance, and account health.REQUIREMENTSBachelor’s degree in Logistics, Supply Chain, Business, or equivalent industry experience.~5 years in freight forwarding / e‑commerce logistics / 3PL, with some team leadership experience.Hands‑on experience in quoting, closing, retention, rate‑card, and tenders.Strong understanding of cross‑border logistics cost drivers.Comfortable with Excel, quotation tools and commercial analysis.Good command of Chinese (Cantonese & Mandarin) and English.Occasional travel required.WHAT WE OFFERCompetitive base salary (negotiable by experience) + performance bonus linked to team revenue & GP13th‑month payMedical insuranceHigh‑visibility role with real ownership over commercial strategyFast‑growing, international logistics environmentOpportunity to shape a region — Hong Kong & Macau book is expanding