Chief Commercial Officer — Interim, Contract Logistics

The mandate

A strategic customer rejected a warehouse renewal after discovering unpriced labour and energy exposure, while two accounts represent forty-four per cent of revenue. The commercial chief resigned when the bid committee reopened prior approvals.

The interim must start within four weeks for twelve months while the permanent role is redesigned around solution economics. Recruitment begins in month seven, with six weeks planned for customer and pipeline transfer.

Handover requires the disputed renewal settled above a board-approved margin floor, top-two concentration reduced below thirty-five per cent, new-book contribution above fourteen per cent, and the successor owning a qualified eighteen-month pipeline.

The CCO may qualify opportunities, change pursuit teams and approve bids within margin and capital gates. Deviations below the margin floor, customer capital above ₹8 crore and liabilities above standard terms need committee consent; Operations alone accepts site-readiness commitments.

Acquisition strategy, freight-forwarding sales and fleet pricing are excluded. The assignment is about warehouse and value-added-service contracts whose economics can be evidenced before signature.

Why this seat is open

The renewal exposed commercial optimism unsupported by labour, utility and volume assumptions. Leadership departure provides the opportunity to rebuild bid discipline without disrupting core customer relationships. A temporary CCO will stabilise the portfolio before a long-term growth leader inherits it.

What you will own

• Reconstruct the disputed renewal using open-book labour, energy, space, automation and volume sensitivities.
• Decide which pipeline opportunities advance based on strategic fit, contribution, capital and operational confidence.
• Institute bid gates with independent finance and operations sign-off for every material assumption.
• Rebalance sales coverage toward sectors and customers that reduce concentration without diluting return thresholds.
• Negotiate indexation, minimum-volume, change-control and exit protections in priority contracts.
• Publish a monthly pipeline bridge separating qualified value, probability movement and margin exposure.
• Hand the successor a cleansed opportunity book, customer negotiation record and operating-approved solution library.

Candidate qualifications

• More than twenty-two years in third-party or contract logistics with national commercial leadership accountability.
• Closed complex warehouse and value-added-service contracts containing capital, volume and indexation risk.
• Demonstrated correction of a mispriced renewal without losing the client or accepting value-destructive terms.
• Strong command of solution design economics, bid governance, working capital and contractual change mechanisms.
• Evidence of reducing customer concentration through qualified growth rather than low-quality volume.
• Ability to challenge sales optimism and operating conservatism with a shared fact base.

Non-negotiables

• Available in Bengaluru within four weeks and for national customer negotiations.
• No advisory or financial interest in the disputed customer or relevant real-estate vendors.
• Will not approve bids below established margin and liability guardrails.
• Can serve exclusively for twelve months and transition key relationships personally.

1. 49 words maximum. Confirm your start availability and disclose any current logistics customer conflicts.
2. 49 words maximum. Which mispriced contract did you reset, and what margin protection changed the outcome?
3. 49 words maximum. How did you reduce customer concentration while preserving new-book contribution?