Commercial Group - Director

Summary

The Director of the Commercial Group holds a senior leadership role responsible for driving profitable growth, increasing GUS market presence, and executing its commercial strategy. This role oversees the Commercial Team, handling business development, customer engagement, opportunity management, pipeline development, service delivery, capacity expansion, and, when opportunities arise, contracts, negotiations, and revenue goals.

Reporting directly to the COO, this role translates the company's strategic vision into practical commercial initiatives to boost market share, strengthen customer relationships, and drive sustainable growth. It ensures disciplined execution of the growth strategy while exploring new opportunities across various markets, customer segments, services, and regions. The focus of this role is to drive expansion and growth for existing client group accounts and emerging accounts within the FVL sector, and to enhance all GUS services offered to the automotive industry. These services include the transportation of finished vehicles, port and vehicle processing, and comprehensive E-to-E solutions, and also aim to grow the H&H division.

Compensation

$275,000 - $293,000 yearly salary range. (Subject to Compensation Study Upon Candidate Selection)

Responsibilities

This role is responsible for driving growth, market expansion, and commercial excellence within the automotive FVL business, and is desirable in the EPC - High & Heavy sector. It leads all commercial activities with OEM customers and strategic partners, ensuring disciplined execution of GLOVIS growth strategies at the intersection of network capabilities, development, operational performance, and customer strategy. This role is accountable for expanding the market, increasing share, building OEM relationships, optimizing contract structures, and aligning commercial commitments with capacity, infrastructure, and service delivery. It is a key position within the organization, recognized as the most reliable, credible, and strategically aligned FVL service partner in the market.

Strategic mandate:
The director, commercial group will:
• Execute the commercial roadmap, align with the company's FVL growth, and network expansion strategy
• Translate operational capability (Port, compounds, rail, trucking, processing centers) into compelling, different, differentiated value propositions
• Identify and secure new OEM business opportunities across imports, exports, domestic, distribution, yard management, and value-added services, including digital solutions.
• Contribute directly to long-term network growth, planning, including facility, expansion, terminal development, and strategic geographic positioning.
Core responsibilities:
1. FVL business development and OEM growth
• Lead acquisition of New OEM contracts and finish vehicle logistics, distribution, and processing
• Expand scope within existing OEM accounts (Develop additional flows, VPC services, regional distribution, special projects)
• Build a multiyear growth pipeline aligned with capacity and infrastructure strategy
• Drive discipline, beat management, and commercial governance Processes
2. Strategic customer leadership
• Own executive-level relationships with OEM supply chain, logistics, and procurement leadership
• Position the company as a strategic partner rather than a transactional service provider
• Negotiate long-term agreements with balance, risk, allocation, and margin discipline
• Ensure commercial commitments are fully aligned with operational execution capability
3. Network and capacity alignment
• Collaborate closely with operations, Infrastructure development, and network planning to:
• Aligning commercial wins with processing and your capacity
• Support port and inland terminal development initiatives, with a special emphasis and focus on transportation-TP development
• Evaluate Greenfield and Brownfield expansion opportunities
• Contribute to public-private discussions and infrastructure investment strategy where and when relevant

Other duties as assigned

Benefits of working at GLOVIS America Inc.

• Medical Insurance
• Vision Insurance
• Dental Insurance
• Health Care & Dependent Care Flexible Spending Accounts (FSA)
• Basic Life and AD&D as well as Short-Term & Long-Term Disability
• Paid Vacation, 14 Holidays, and Sick leave
• Hospital and Critical Illness Insurance
• Wellness Program and Gym Reimbursement*
• 401(k) with Generous Matching
• Referral Bonuses*
• Auto Allowance*
• Quarterly Employee Lunches, Summer Refreshments, and Monthly Team Building Activities*
• Discretionary Bonuses*
• Tuition Reimbursement*

All benefits pursuant to Company policy

Skills

• Automotive Industry - FVL, OEMs, Rental, Fleet, Used Car, Grey Market, VPC, Port Ops, Transportation
• Marketing, PR, Social Media positioning, Brand development
• Excellent interpersonal skills to build and expand relationships with Top Management (internal & external)
• Financial strengths - Pricing, P&L management, CRM implementation and administration

Education & Experience

• Bachelors Required
• 10 years of direct experience in Automotive - FVL, Transportation, OEM
• 7 years supervisory experience

Physical Requirements

• Ability to sit in front of a desk and/or in front of the computer for long periods
• Must operate desktop, computers, laptop, printer, scanners, shredders, etc.
• Constant use of hand/grasping product, writing, and typing
• Sit for 5+ hours per day
• Stand, walk, bend, stoop, reach over shoulder, kneel, push, pull 1-3 hours per day

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this job.

Working and Environmental Conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

• Typical office environment with low-level noise exposure
• This position is located in the Irvine, CA office

The above statements are intended to describe the general nature of work performed by employees assigned to this position. They are not intended to be a complete list of all job duties performed by persons in the position. Glovis America reserves the right to revise or amend duties at any time as the needs of the company and requirements of the job change.