Head Of Commercial, Customer & Sales – Bulk & Imex

Head of Commercial, Sales and Customer – Bulk & IMEX

Pacific National is committed to diversity in our workforce and encourages women and First Nations people to apply. 

Pacific National plays an important role in the freight response to Australia’s growing population and expanding economy. We have a clear long-term strategy including our targeted investment in Bulk, Regional and IMEX markets. This is a key leadership role to lead and own the commercial, sales and customer strategy into Bulk, Regional and IMEX markets. This role exists to create and sustain market-leading commercial transaction capability by ensuring that contracts are structured and negotiated to deliver the optimal value; and strengthen Pacific National’s competitive advantage.  

Reporting to the Chief Commercial Officer and leading a team of 5 direct reports, technical accountabilities are focused on the design of pricing solutions, negotiations, market intelligence and establishing new products and services for our Bulk and IMEX streams.

This role can be based in any location, however preferably will be based in Sydney or Brisbane.

What do we need? 

This role requires a commercially astute professional who understands the wider strategic implications of all commercial transactions and who can optimise product and service offerings to deliver and maximise the financial performance of the portfolio. We need a curious mind to strategically assess gaps in the market to identify new market opportunities and product ideas to develop and implement in line with strategy. This role is designed for a highly effective communicator with demonstrated experience in seeking out and developing key relationships with customers, internal stakeholders and business partners.

What do you need? 

• Significant experience across Commercial, Sales, or similar experience 
• Outstanding managerial and motivational skills 
• Ability to think strategically and over multiple time horizons 
• Demonstrated experience negotiating complex commercial deals and transactions 
• Understanding of the legal aspects of commercial transactions 
• Understanding of financial modelling and pricing levers 
• Strong written and verbal skills and the ability to communicate effectively across a range of stakeholders, including senior executives 

What’s in it for you? 

You will have accountability to create maximum value through expert management of the investigation, design, assessment, and delivery of the product portfolio. You will have a seat at the table and play an integral role in shaping the future success of Pacific National.

About us 

Pacific National (PN) is the largest provider of diversified rail freight services in Australia. We haul a variety of freight including coal, intermodal containers, steel, and a range of bulk commodities and materials that keep the region’s economy, businesses and households running. We operate nationally with approximately 3,500 staff in over 90+ sites across Australia. 

Join us as we continue to transform our business and shape the rail freight industry, to achieve our vision of becoming Australia’s recognised leader for safe, innovative and sustainable rail freight solutions. 

We continue to provide a dynamic, innovative, growth-focused environment and we are a company that lives and breathes its values of : Make it simple, Share more, Kindness, Gratitude, Curiosity, and Own it. These values help us achieve strong connections with everyone we work with, and play an important part in motivating us all to do our best work. 

Closing date 

Applications close on 6th April 2023. 

Next steps 

Are you ready to be part of our future? 

To apply, please click on the ‘Apply’ button below and follow the prompts. 

To find out more about Pacific National, our benefits and opportunities we offer, visit our careers page: www.pacificnational.com.au/careers. 

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