Commercial redesign / Southeast Asia
A regional P&L. Profitable within a quarter.
Reshaped the carrier mix and pricing approach to improve cost efficiency and protect margins.
Context
Owned the regional P&L for that same international portfolio, accountable for carrier strategy, pricing and country-level profitability.
Challenges
- Unprofitable operations. The carrier mix and the pricing structure were both working against margin.
- No clear strategy. The carrier network was fragmented, with pricing and service levels differing country by country.
- Limited visibility. Nobody could see unit economics or contract performance at carrier level.
Approach
- Product and service review. Went through the financial and operational data, mapped what customers needed by service and by country, and found the gaps in coverage.
- Carrier strategy and network optimisation. Benchmarked carrier pricing, consolidated the portfolio, and negotiated better rates by aggregating volume and tightening lanes.
- Pricing and commercial redesign. Rebuilt pricing around true cost-to-serve, added margin protection lane by lane, and matched the commercial strategy to what the product could deliver.
Outcomes
- The regional P&L turned profitable within a single quarter.
- Delivery performance and cost efficiency both improved on an optimised carrier mix.
- Enterprise clients expanded into more countries.