- Translate line targets, allocations and pricing direction into practical country-level action plans.
- Analyzing market trends and collecting market intelligence to set pricing guidelines, making suggestions to Head office.
- Defining and maintaining tariff pricing structures and implementing pricing strategies for trade.
- Reviewing arbitrary setups with countries, procurement and Head office.
- Monitoring booking forecasts and tracking allocation performance on daily basis using HIVE system, setting allocation and cargo mix adjustment suggestions to management and guidelines to countries.
- Represent the BU’s commercial direction in the field and communicate line strategy, priorities and expectations to countries.
- Maintain close contacts with key stakeholders to build value-based relationships
- Working closely with Countries and SA Managers to follow up with key BCO/ VIP clients on tender bidding, reviewing key customer performance and accompanying them for visits and meetings.
- Collaborating with regional departments such as Cargo Flow, Strategic Account Unit, Ship Planner, Logistics & Equipment, and Procurement to optimize vessel utilization and ensure the smooth setup of each trade.
- Responsible as the leading role for commercial systems and tools, including HIVE, L2A, and MYZIM, which support pricing and trade management.
- Establishing quarterly sales targets and allocations for various countries through clear Commercial Excellence guidelines, while monitoring country performance on a monthly and quarterly basis.
- Reviewing monthly results with BU Line Management, including trade performance, pricing and marketing strategy, country performance against targets, cargo mix improvement, schedule integrity, logistics supply, and profit & loss.
- Define and evaluate commercial forecasts based on countries' inputs and market conditions.
- Promote the service, analyze the market & ensure maximizing the revenue by using knowledge of the market and competitors, direct business development, sales and marketing activities for the West bound trade.
- Provide BU with meaningful insights & analysis regarding commercial conditions within respective countries.
- Establish market research activity and monitor competitive activities by improving market intelligence to increase market share and tackle lost customers.
- Studying and identifying new potential or target markets, reviewing customer trends for product enhancement, and proposing new products or services to the Line.
- Guide, support and develop relevant commercial team members and country interfaces.
- Set clear priorities, follow up on execution and support the team in handling day-to-day commercial challenges.
- Promote a proactive, analytical and performance-driven working culture.
- Provide mentoring and commercial guidance while supporting effective cross-functional collaboration.
Requirements
- Bachelor’s degree in Economics, Business Management, Industrial Engineering, Shipping, Logistics or another relevant field.
- At least 5 years of relevant commercial experience with a major containerized shipping line, multinational freight forwarder or global logistics organization.
- Good knowledge of the related trade lane and region
- Experience in working with cross-functional interfaces
- Experience managing people
- Experience with projects management- Advantage
- Systems oriented.
- Control of office tools, Excel and PowerPoint in particular.