Alcott Global is retained to search for a Chief Commercial Officer with one of our global clients in the Infrastructure/ Transport & Logistics space. The role will be based in India.
Role Overview
The Chief Commercial Officer (CCO) is responsible for shaping and driving the organisation’s commercial vision. This leader oversees revenue strategies, market development, customer engagement, and the overall commercial performance of the business. The role requires a combination of strategic foresight, market intelligence, and hands-on leadership in sales, marketing, and business development.
Responsibilities
Commercial & Market Strategy
- Create and implement comprehensive commercial plans that support business growth, revenue targets, and long-term competitiveness.
- Define pricing principles, customer value propositions, and go-to-market approaches to enhance market positioning.
- Oversee the development of marketing frameworks, promotional programs, and brand communication strategies.
- Continuously analyse market conditions, industry shifts, customer needs, and emerging opportunities to inform strategic decisions.
Business Development & Customer Growth
- Identify new commercial opportunities domestically and regionally, including strategic partnerships, new service offerings, and value-added revenue streams.
- Build and maintain strong relationships with key customers, industry stakeholders, and decision-makers to support business expansion.
- Establish structured key-account management practices to maintain a consistent customer experience across the organisation.
- Manage and resolve complex commercial issues, ensuring a seamless customer journey.
Leadership & Team Management
- Lead commercial teams—covering sales, marketing, and customer service—by setting performance expectations, building capabilities, and fostering a results-oriented culture.
- Promote the adoption of best practices within commercial operations and encourage continuous improvement methodologies.
- Guide the development of annual commercial budgets and monitor the performance of revenue-generating functions.
Operational & Analytical Excellence
- Use market data, commercial analytics, and customer insights to optimize strategies and improve commercial effectiveness.
- Oversee preparation of commercial reports, forecasts, and competitor benchmarking studies.
- Support digital transformation across commercial processes, including CRM utilisation, data-driven decision-making, automation, and advanced analytics.
- Ensure compliance with relevant commercial regulations, competition laws, and industry standards.
Stakeholder Engagement & Representation
- Represent the organisation in industry platforms, partner networks, and government-related discussions to support strategic advocacy and collaboration.
- Coordinate commercial matters with internal departments to ensure unified responses to customers and partners.
Qualifications
- Bachelor’s degree in business, marketing, supply chains, or a related field; a master’s degree is an advantage.
- Extensive experience in commercial leadership roles, preferably within B2B Transport or infrastructure-related sectors.
- Proven success in B2B sales and marketing, revenue growth, and strategic business development.
- Strong ability to manage senior-level relationships and navigate complex stakeholder environments.
- Exposure to multimodal logistics, port operations, rail connectivity, or related industries is beneficial.
- Excellent negotiation skills, commercial acumen, and the ability to lead diverse, cross-functional teams.