Selected Work

The organisation's commercial operations relied on fragmented systems and manual processes, limiting pipeline visibility and sales effectiveness across teams.

Program lead for designing and executing the end-to-end commercial transformation through Salesforce implementation.

Conducted commercial process assessment, defined the target operating model, led stakeholder alignment across sales, operations and technology, and managed phased platform rollout.

Sales leadership, operations, IT, external implementation partners.

Established a unified commercial platform enabling structured pipeline management, improved forecasting accuracy, and standardised sales processes across the organisation.

Existing delivery operations involved multiple handling points and intermediary warehousing, resulting in extended transit times and elevated costs for priority customers.

Led the design and implementation of a direct port delivery model to streamline the supply chain from port to end customer.

Mapped the end-to-end logistics chain, identified elimination opportunities, engaged port and transport stakeholders, and piloted the revised model with key accounts.

Port operations, transport partners, key enterprise customers, internal supply chain teams.

Reduced transit complexity and handling stages, creating a faster, more cost-effective delivery channel for priority customers.

Free Trade Warehousing Zone services represented a new capability requiring market creation, customer education, and regulatory navigation.

Led market development strategy and go-to-market execution for FTWZ services as a new business line.

Identified target customer segments, developed value propositions addressing duty deferment and inventory optimisation, built relationships with trade ecosystem participants, and created sales enablement frameworks.

Trade and customs specialists, potential enterprise clients, regulatory bodies, internal commercial teams.

Established market positioning and initial customer pipeline for the free trade zone service line, creating a repeatable acquisition model.

The business needed to expand beyond single-mode logistics to capture growing demand for integrated multimodal solutions from enterprise clients.

Led the strategic initiative to develop, structure and launch multimodal service capabilities across the organisation.

Assessed market demand across freight mode combinations, identified infrastructure and partnership requirements, built commercial models, and led cross-functional execution from concept to launch.

Operations, commercial teams, rail and transport partners, enterprise clients.

Expanded the organisation's service portfolio to include integrated multimodal logistics, opening new revenue streams and customer segments.

Key enterprise accounts were under-leveraged, with services limited to a narrow range of the organisation's capabilities and no structured account development approach.

Designed and executed the strategic account expansion programme focused on deepening relationships and broadening service adoption.

Conducted account-level opportunity mapping, developed tailored expansion strategies per account, led cross-functional pursuit teams, and established structured account governance.

Senior client stakeholders, internal sales and operations teams, service line leaders.

Increased wallet share and service breadth across strategic accounts, strengthening long-term client relationships and commercial resilience.

Sustainable business growth required deeper integration into industry and trade ecosystems beyond direct sales efforts and transactional relationships.

Led ecosystem development across trade bodies, industry associations, and infrastructure stakeholders to build durable business channels.

Identified key ecosystem participants and influence points, established structured engagement programmes, represented the organisation at industry forums, and built referral and partnership channels.

Industry associations, trade bodies, government agencies, infrastructure partners, internal business development teams.

Built durable ecosystem relationships that generated sustained business development opportunities, market intelligence, and strategic positioning.