Job Description

• 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.