Ceva (Air and Ocean) Fiji Pte Ltd (A joint venture with C J Patel) is a subsidiary of CEVA LOGISTICS, a highly diversified, independent industrial that ranks among the world’s top 5 in freight forwarding and logistics activities with presence in 1600+ locations in 170+ countries. Ceva (Air and Ocean) Fiji Pte Limited offers a full range of services and industry expertise with complete logistics needs of importers and exporters, upstream and downstream of production, organizing transport, customs and regulatory compliance, industrial projects and supply chain services.
The Commercial Manager – Fiji will be responsible for driving revenue growth, profitability, and market expansion for the CEVA’s Ocean and Air Freight and logistics business through strategic sales leadership, business development, and effective key account management. The position reports to General Manager – Fiji, Ceva (Air and Ocean) Fiji Pte Ltd.
Job Summary
- Employer: CEVA (Air and Ocean) Fiji
- Job Type: Full-time
- Location: Suva, Fiji
- Category: Sales
- Closing Date: 2026-10-23
Key Responsibilities
- Sales strategies aligned with company objectives developed and executed.
- Achieve and exceed monthly, quarterly, and annual revenue targets.
- New revenue streams identified and maximize yield from existing services.
- Deliver sustained growth in gross profit margins across Ocean and Air Freight segments.
- Drive pricing strategies in collaboration with operations and finance teams.
- New business opportunities in Ocean and Air Freight identified and pursued for successful closure.
- Increase market share within assigned territories and customer segments.
- Secure new clients and contracts contributing to pipeline growth.
- Build and maintain a strong sales pipeline with conversion targets.
- Expand the company’s footprint across key industries (FMCG, retail, manufacturing, etc.).
- Lead proposal development, tenders, and contract negotiations.
- Key accounts managed and grown through regular engagement and service reviews.
- Achieve high client retention rates and increased wallet share from existing accounts.
- Key accounts supervisor supported with business plans, negotiations and new client onboarding.
- Client concerns addressed proactively to ensure service excellence.
- Cross-selling and upselling opportunities identified across logistics solutions.
- Strong, long-term relationships with strategic clients maintained
- Market trends, competitor activity, and customer needs monitored regularly
- Recommend strategic initiatives to improve competitiveness and profitability.
- Actionable market insights provided to guide pricing, service offerings, and expansion.
- Competitive positioning in Ocean and Air Freight markets maintained for CEVA.
- Commercial/sales team lead, mentored and managed ensuring clear direction and alignment with company strategy.
- Support team members in closing key deals, including participation in client meetings, negotiations, and presentations where required.
- Clear KPIs, targets, and performance expectations set for all team members, aligned to revenue and growth objectives.
- Recognize and reward high performance while addressing underperformance through structured improvement plans.
- Regular performance reviews, one-on-one meetings, and coaching sessions conducted to track progress and address gaps.
- Identify skill gaps and implement structured training, coaching, and development programs (e.g., negotiation, customer engagement, product knowledge).
- Develop and implement succession planning for key commercial roles, ensuring business continuity.
- A culture of accountability driven by monitoring individual sales pipelines, conversion rates, and client engagement activities.
- Cross-functional collaboration between sales, operations, and finance teams promoted to enhance service delivery and customer satisfaction.
- Adherence to company policies, ethical standards, and compliance requirements ensured across all commercial activities.
- Annual budgets, quarterly forecasts, and rolling projections managed for the commercial function.
- Analyze variances between budget, forecast, and actual results, and provide actionable insights and corrective measures.
- Ensure disciplined cost management, including review of discounts, rebates, and commercial terms offered to clients.
- Collaborate with finance teams on revenue recognition, accruals, and financial cut-offs to ensure accuracy of reporting.
- Revenue, gross profit, and margin performance monitored across products, trade lanes, and key accounts, identifying risks and opportunities.
- Detailed sales pipelines tracked, ensuring alignment between forecasted and actual performance.
- Oversee customer profitability analysis, including yield per shipment, cost-to-serve, and contribution margins.
- Monthly sales reports, prepared and presented including performance dashboards, KPIs, and business insights.
- Senior management supported with data-driven recommendations for strategic decisions, investments, and market expansion.
- Compliance with internal financial controls, company policies and confidentiality and audit requirements ensured.
Requirements
- Minimum 7-10 years’ experience in freight forwarding/logistics (Ocean & Air Freight).
- Proven track record in sales, business development, and account management.
- Strong understanding of international trade lanes, pricing, and freight operations.
- Strong commercial acumen and negotiation skills.
- Results-driven with strong analytical skills.
- Strategic thinking and market insight in ocean and air freight.
- Strong communication, leadership and customer relationship management skills and experience.
- Excellent command of English
- Driver’s License
How to Apply
To apply, please visit: app.hrmonise.com
About the Company
CEVA (Air and Ocean) Fiji operates as part of the global CEVA Logistics network, providing freight management services across air and ocean transportation modes in Fiji. The company designs and implements supply chain solutions for businesses importing and exporting goods through Fiji's ports and airports. As a freight company serving the Fijian market, CEVA Logistics leverages its worldwide network to connect local businesses with international trade routes. The Fiji operation focuses on delivering integrated logistics services tailored to the region's unique geographic and commercial requirements.
World's Leading Supply Chain Management
Website: https://www.cevalogistics.com/
Join Jobs Fiji WhatsApp Channel
Click the button below to join our WhatsApp channel for updates.
Join NowFrequently Asked Questions
What qualifications or certifications are typically required for a Commercial Manager role in Fiji?
Most employers in Fiji require a bachelor's degree in business, marketing, or a related field. Relevant certifications such as a Diploma in Sales and Marketing from FNU or professional qualifications from the Fiji Institute of Marketing are highly regarded. Previous experience in logistics, shipping, or freight forwarding is often essential given CEVA's air and ocean focus.
What does a typical day look like for a Commercial Manager in Fiji's logistics sector?
Daily responsibilities include managing client relationships, negotiating freight contracts, and coordinating between local teams and international partners. You'll spend significant time on sales calls, preparing quotations, and ensuring compliance with Fiji's maritime and aviation regulations. Regular travel to Suva and Lautoka ports, as well as Nadi International Airport, is common.
How does workplace culture in Fiji affect this sales management role?
Fijian workplaces emphasize relationship-building and respect for hierarchy, so success depends heavily on strong interpersonal skills and patience in negotiations. The concept of 'vanua' and community ties often influences business dealings, requiring you to invest time in understanding local customs. Employers expect flexibility with hours when dealing with international time zones, though family and religious commitments are generally respected.
What career progression opportunities exist for Commercial Managers in Fiji?
With proven performance, you can advance to Regional Commercial Manager covering the South Pacific or transition into General Manager roles within multinational logistics firms. Some professionals move into specialized areas like supply chain consulting or establish their own freight forwarding agencies. International postings to Australia, New Zealand, or Singapore become accessible with CEVA's global network.
What benefits are typically offered for senior sales roles in Fiji?
Standard packages usually include annual leave of 10-15 days, sick leave, and mandatory FNPF contributions from both employer and employee. Many logistics companies provide medical insurance, performance bonuses tied to sales targets, and occasionally vehicle allowances given the travel requirements. Relocation assistance may be offered for candidates from other parts of Fiji.
How should I apply for this role and what do Fiji employers prioritize in candidates?
Submit a tailored CV highlighting measurable sales achievements and logistics sector experience through the company's specified channel or reputable Fiji job portals like Fiji Times Jobs or LinkedIn. Employers prioritize candidates who demonstrate existing networks in Fiji's import-export community, proficiency in ERP systems, and understanding of Incoterms and international trade regulations. A strong reference from a respected industry professional significantly strengthens your application.