Closing on:\u00a0May 18, 2026<\/p>\n
Zambia Railways Limited (ZRL) is a national Railway of Zambia. The Company specialises in transporting heavy cargo in the Southern African Development Community (SADC), as well as running a local passenger train service. The area of product specialization is freight-bulk cargo and passenger rail services to the satisfaction of all Stakeholders. The Company therefore seeks the services of committed, vibrant, innovative, and strategically focused and business oriented Zambian nationals to fill the vacant position below:
\n________________________________________________________________________________________________________
\nDIRECTOR COMMERCIAL
\nJOB GRADE \u2013 ZRL01
\nSUPERVISOR \u2013 MANAGING DIRECTOR
\n________________________________________________________________________________________________________
\nJOB PURPOSE:
\nTo deliver measurable revenue growth, recover rail market share and maximise asset productivity to achieve corporate objectives for Zambia Railways Limited current services and identified revenue growth areas.
\nMAIN DUTIES
\nStrategic Planning, Market Development & Growth\u00a0<\/p>\n
Lead commercial input into company strategy and investment decisions.
\nDevelop and execute the company\u2019s commercial strategy and sales plans aligned with company objectives to achieve revenue and growth targets.
\nOwn and deliver the sales strategy and plan for freight, passenger as well as other railway services.
\nAnalyze sales data, market trends, customer behaviour and competitor activities to inform strategic and tactical decisions.
\nCollaborate with senior management to align commercial goals with the company\u2019s overall vision and goals.
\nActively grow market share in key sectors of freight (bulk cargo) and passenger services, particularly in line with national transport policies and regional corridor developments.
\nDevelop and recommend new revenue streams (e.g. Intermodal services, Inland container depots, warehousing, other logistics services)
\nLead marketing campaigns to promote railway services.
\nOversee advertisement on station building and passenger trains.
\nBuild and maintain a strong brand identity for the company.
\nUtilize digital marketing, social media and traditional advertising to reach target audiences.
\nLeverage partnerships to expand railway impact and revenue generation through coordination with ports and regional corridor cooperation?
\nPosition ZRL as a reliable public service institution through corporate brand alignment with national development goals<\/p>\n
Revenue Generation & Management<\/p>\n
Recommend and oversee pricing\/tariff strategies for freight, passenger and other railway services to maximise revenue by effectively competing with road and other transport modes.
\nLead customer acquisition Programmes.
\nIdentify and secure long-term contracts with key customers in strategic sectors.
\nMonitor revenue performance and recommend adjustments to strategies and tactics in order to meet volume and financial targets.
\nDevelop and manage strategic relationships with intermediaries and distribution partners on the provision of railway services.
\nImplement dynamic pricing models and promotional campaigns to optimize all revenue generated from passenger services<\/p>\n
Financial & Commercial Performance & Monitoring<\/p>\n
Develop, own, monitor and manage the commercial department\u2019s annual budget (P&L, forecasting and targets)
\nEnsure achievement of revenue and profitability targets.
\nIncrease Revenue generation from existing and new business from freight, passenger and other railway services.
\nIdentify and prioritize long haul and high earning traffic.
\nPrioritize, in conjunction with Operations and regional managers, clearance of foreign rolling stock on ZRL\u2019 lines.
\nImprove wagon utilization, that is, load factor and turnaround.
\nOptimize utilization of hired rolling stock.
\nIncrease over border and local traffic.
\nMonitor commercial performance against agreed KPIs (e.g., volume carried, revenue per ton-km, passenger ridership)
\nEnsure variable costs are in line with output or production.
\nPrepare regular reports for senior management and the board on commercial activities and performance.<\/p>\n
Customer Service and Stakeholder Management<\/p>\n
Negotiate, manage, and monitor performance on high-value freight service contracts and agreements, including service legal agreements, for recommendations to Managing Director and ExCom
\nManage key clients and accounts \u2013 maintaining and sustaining strong customer relations, engagement and response to customer needs, thereby enhancing customer experience
\nConsult with other revenue generating units.
\nMeet stakeholder expectations and demand, especially in terms of freight volumes.
\nConduct customer satisfaction surveys.
\nConsult with the Operations department to place required locomotives and wagons at customer sidings and loading and offloading sites.
\nManage contracts for outsourced services.
\nCollaborate with government agencies, associations like SARA and other stakeholders to support commercial initiatives e.g. in implementing, monitoring and compliance reports on the movement of commodities specified in Statutory Instrument No. 7 of 2018. as well as overseeing ZRL\u2019s participation at key industry conferences and exhibitions.
\nBalance commercial objectives with public service obligations
\nDevelop strategic relationships with other transportation providers and logistics companies, e.g. partnerships with road haulers for movement of traffic.
\nManage and maintain a good relationship with contiguous railway administrations, including effective management of interchange.<\/p>\n
Operational Efficiency & Innovation<\/p>\n
Identify opportunities to grow freight revenue in an operationally efficient manner.
\nTraffic and corridor diversification
\nWork in conjunction with Operations and Technical departments to align commercial plans with operational capability while improving service reliability, transit times and customer satisfaction.
\nEnsure effective and efficient allocation and utilization of resources and materials to support commercial initiatives.
\nEnsure cost-effective operations while maintaining service quality.
\nParticipate in company response to derailments.
\nMonitor and track Train movements and update customers accordingly
\nEnsure Systems availability in the commercial department.
\nDevelop and recommend new and efficient business models.
\nCreate an environment for departmental innovations.
\nRecommend new, effective, and efficient innovations to manage.
\nBenchmark with internal and external stakeholders on new innovations and recommend the same to ZRL through scheduled reports.<\/p>\n
Regulatory & Policy Compliance<\/p>\n
Ensure all commercial activities comply with legal requirements, corporate governance rules, and national statutory instruments related to commercial operations.
\nEnsure adherence to all safety protocols and guidelines.
\nAdvocate for policies that support the company\u2019s commercial interests.
\nRepresent the company in negotiations with regulators, industry bodies and other stakeholders<\/p>\n
\u00a0
\nCORE COMPETENCIES:<\/p>\n
Customer care relations skills.
\nCommunication skills.
\nSocial media skills.
\nExcellent Numerical, Analytical and Financial skills.
\nExcellent Negotiation skills
\nCommercial and business acumen.
\nPerformance and appraisal knowledge.
\nInnovative
\nKnowledge of rules, regulations and procedures.
\nExcellent Team building and leadership skills.
\nTalent management.
\nLeadership and Supervisory skills.
\nCritical thinking and Problem solving.<\/p>\n
\u00a0
\nEMPLOYEE BEHAVIOR:
\nUphold ZRL\u2019s six (6) core values of: \u2013<\/p>\n
Teamwork
\nInnovation
\nIntegrity
\nProfessionalism
\nService
\nEnterprise<\/p>\n
\u00a0
\nACADEMIC \/PROFESSIONAL QUALIFICATIONS AND EXPERIENCE:<\/p>\n
Full grade 12 certificate (5 \u20180\u2019 levels) with credit or better in Mathematics and English.
\nBachelor\u2019s degree in marketing\/ business administration. Economics, logistics, Engineering or equivalent.
\nA master\u2019s degree (MBA) is preferred.
\nAt least 5\u201310 years of senior management proven commercial management experience, preferably in the railway, transport, logistics or infrastructure industry.
\nStrong understanding of revenue management, marketing and sales strategies.
\nKnowledge of customer relationship management (CRM) systems and digital marketing tools.
\nMembership of a professional body is a must. (ZIM).<\/p>\n
______________________________________________________________________________<\/p>\n
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