Commercial Manager (Job ID: 1792)

ASCO Group Limited; Peterhead; On-site; GBP 60,000 - 90,000; Full time

Job summary

A leading company in the transport sector is seeking a Commercial Manager to enhance financial performance and market positioning. This role involves developing pricing strategies, managing P&L, and driving business development across various sectors. The ideal candidate will have extensive experience in commercial roles, strong negotiation skills, and a data-driven approach to decision-making.

Qualifications

• Extensive experience in senior commercial roles within transport, logistics, or supply chain management.
• Proven success in sales, business development, pricing strategy, and contract negotiation.
• Strong understanding of P&L management and cost control.

Responsibilities

• Drive financial performance and market positioning of the Transport Business.
• Develop and deliver a sales and business development strategy.
• Own and monitor transport P&L performance.

Skills

Sales

Business Development

Negotiation

Financial Analysis

Market Research

Education

CPC Holder (Certificate of Professional Competence in Road Haulage)

Full UK Driving License

Job description

The Commercial Manager is responsible for driving the financial performance, market positioning, customer acquisition, and long-term growth of the Transport Business. This role focuses on pricing strategy, sales and marketing, business development, and strategic planning, ensuring ASCO’s transport operations evolve into a fully commercially viable and growth-oriented business unit.

Key Responsibilities

•Ensure cost effective delivery of Transport Operations, ensuring high standards of customer service and adherence to internal and external SLA’s and KPI's.

•Responsible for profit and loss for transport business

•Assist in developing the annual budget, and delivery of the Transport Budget

•Ensuring the transport team are fully aware of, and deliver against, KPI/SLA agreements.

•Reviewing weekly operations, assisting with the identification of any improvements.

•Continuously promoting a pro-active HSEQ culture, ensuring participation and compliance.

•Work with transport managers to develop strategic action plans and targets to deliver new business opportunities.

•Establish and maintain an effective knowledge and awareness of the service offerings of competitors.

•Assume accountability for the successful closure of business deals.

•Where new business opportunities are identified and closed, work with operations to handover.

Sales & Business Development

•Develop and deliver a sales and business development strategy to grow the transport business into new markets, industries, and customer segments.

•Identify target clients across oil & gas, renewables, retail, construction, distilleries, and other sectors — with a particular focus on weekend and evening transport opportunities.

•Build strong client relationships, attend industry events, and proactively pursue tenders and direct opportunities.

•Develop a target list of key contracts (e.g., project logistics for drillers, EPCs, OFS companies), driving the sales pipeline.

•Use ASCO’s brand reputation and specialist capabilities as a key differentiator in sales conversations.

Pricing & Commercial Strategy

•Develop and implement a market-driven pricing model, ensuring all contracts are profitable and aligned with current market rates.

•Conduct regular market reviews to benchmark ASCO’s pricing against competitors and adjust rates accordingly.

•Build and maintain a cost model that incorporates accurate fleet utilisation, overheads, and resource costs.

•Collaborate with the Transport Operations Manager Scotland to ensure pricing reflects operational realities and risk factors.

•Use pricing software or tools to streamline pricing processes and improve accuracy.

Marketing & Market Positioning

•Develop a marketing plan to promote the Transport Business within the UK and beyond.

•Assist in the creation of a new website and online presence specifically for transport, enabling digital order-taking and providing a platform for lead generation.

•Develop marketing collateral, case studies, and service brochures to support client pitches.

•Highlight ASCO’s sustainability credentials and green fleet offering as part of marketing differentiation.

Contract Management & Governance

•Work alongside the Transport Operations Manager Scotland to review all contracts prior to signing, ensuring:

•Pricing is profitable.

oRisks (forecasting, delays, client errors) are mitigated through appropriate clauses.

oFlexibility for rate adjustments linked to fuel, wage, and regulatory changes is embedded.

•Establish a contract review cycle, ensuring existing contracts are audited for profitability and renegotiated where necessary.

Commercial Performance Management

•Own and monitor transport P&L performance, identifying where adjustments to pricing, utilisation, or cost management are required.

•Develop a real-time commercial dashboard (ideally via Power BI) to provide visibility of:

oRevenue by client/sector

oProfitability per contract

oNew business pipeline

•Use data insights to advise senior leadership on commercial decision-making.

Strategic Planning & Growth

•Develop a 5-year growth plan for the transport business, aligning with the hybrid strategy (cost leadership + differentiation).

•Lead the identification and development of new regional and international market entry plans.

•Work closely with the Transport Operations Manager Scotland to ensure the operational capability supports commercial growth, particularly around fleet capacity and service offerings.

•Develop and track a commercial KPI framework, covering sales targets, revenue growth, customer retention, and profit margins.

Qualifications and Competence

•Extensive experience in senior commercial roles within transport, logistics, or supply chain management.

•Proven success in sales, business development, pricing strategy, and contract negotiation and management.

•Strong understanding of P&L management and cost control within transport operations.

•Strong knowledge of key customer sectors, including oil & gas, renewables, retail, and construction.

•Exceptional communication, negotiation, and relationship-building skills.

•Commercially astute with a data-driven approach, backed by strong financial analysis and market research expertise.

•Familiarity with pricing tools, CRM systems, and marketing platforms (desirable).

Minimum Qualifications

•CPC Holder (Certificate of Professional Competence in Road Haulage).

•Full UK Driving License

Desirable Qualifications

•Dangerous Goods by Road (ADR)

As you would expect from a highly progressive company, an attractive remuneration package is available to the successful applicant. When applying, your CV should include your current/most recent employment, which clearly demonstrates examples of the skills and behaviours required for the above role.

Equity, Diversity and Inclusion (ED&I)

ASCO is committed to supporting and promoting Equity, Diversity & Inclusion (ED&I). This commitment is embraced by our Group Board and our Management Board and informs all of our activities and their impact on our customers, employees and our stakeholders.

Closing Date:

28/05/2025

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