TRANSNET is seeking a highly experienced General Manager to lead the development and execution of Transnet Freight Rail’s (TFR) commercial strategy and business development initiatives. The role focuses on driving revenue growth, customer satisfaction, and long-term sustainability by developing pricing strategies, managing key client relationships, and identifying new business opportunities.

Purpose of the Role

The General Manager will be responsible for defining and leading TFR’s commercial direction, ensuring alignment with business goals. This includes crafting a pricing philosophy, improving client engagement, and delivering integrated freight solutions. The role also involves identifying strategic business development opportunities to grow the client base and enhance the organisation’s competitive position in the logistics sector.

Key Responsibilities

Commercial Strategy and Management

• Develop and implement a long-term, sustainable commercial strategy that supports volume, revenue, and growth targets.

• Design and manage a transparent pricing strategy aligned with governance standards and market dynamics.

• Lead the creation of pricing structures, policies, and models in accordance with regulated and non-regulated business needs.

• Oversee contract execution, revenue protection, and process improvement for commercial operations.

• Drive TFR’s Back to Rail strategy to strengthen core freight capabilities.

• Develop a customer-centric CRM strategy to enhance the value proposition and overall client experience.

• Ensure legislative and regulatory compliance across all commercial activities.

• Build strong market intelligence functions and maintain strategic partnerships with key stakeholders.

Customer Growth and Freight Solutions

• Develop tailored strategies to grow customer segments and increase freight volumes.

• Create commodity-specific logistics solutions that align with customer business needs.

• Lead end-to-end commercial solution development, including pricing, contracting, and logistics planning.

• Collaborate with industry stakeholders to build efficient and competitive logistics networks.

• Align customer strategies with internal planning processes and infrastructure development.

• Lead executive-level negotiations and build long-term, high-level client relationships.

• Monitor customer satisfaction and implement corrective actions where necessary.

• Introduce digital and operational enablers to improve customer engagement and streamline service delivery.

Business Development

• Drive strategic business development efforts with current and potential clients across corporate, industrial, and governmental sectors.

• Lead cross-functional initiatives to develop and pitch new business proposals aligned with TFR capabilities.

• Oversee the development of integrated value propositions and innovative commercial models.

• Conduct competitive and market analysis to identify and pursue high-impact opportunities.

• Collaborate with internal teams to deliver superior, market-differentiated products and services.

• Develop KPIs and performance benchmarks for assessing business development success.

• Cultivate and manage strategic relationships that drive growth and operational excellence.

• Foster a high-performance culture within the business development unit and manage the department’s budget and operational efficiency.

Qualifications and Experience

• A relevant Bachelor’s degree in Marketing, Commerce, Commercial Law, or a related field.

• Minimum 12 years of experience in a large, complex organisation, including 10 years at Senior Management level.

• Alternatively, a minimum of 12 years of relevant experience leading commercial operations, including 8 years at Senior Management level.

• A postgraduate qualification is advantageous.

• Background in both commercial operations and commercial law is highly desirable.

• Must meet the requirements of trust and financial integrity under the National Credit Act Amendment 19.

• Valid driver’s license (Code 8) required.

Key Competencies

• Strategic thinking and long-term planning

• Inspirational and ethical leadership

• Results-driven approach to business performance

• Strong stakeholder and relationship management skills

• Deep understanding of corporate governance and compliance

• High level of self-mastery and personal accountability

Equity Statement

TRANSNET is committed to transformation and supports employment equity. Preference will be given to suitably qualified applicants from designated groups in line with the organisation’s Employment Equity Plan and Targets.

Candidates ready to take on a dynamic leadership role in shaping the future of freight logistics are encouraged to apply.