Job Purpose The Head of Airfreight Growth (Asia Pacific) is responsible for the overall Airfreight growth initiatives in their region. The individual guides the region pricing strategy required to achieve the growth ambition and drives execution of this into the countries, including the implementation of relevant value propositions and solution design to drive growth.
Furthermore, the role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization including all sales channels. Managing the product commercial organization around ACC and RDM structures.
Key Responsibilities
Volume Growth & Tender Management •\tDrive volume growth across all AFR products in close coordination with regional and country AFR heads. •\tTogether with RDM, drive the focus on key trade lanes and countries. •\tManage the regional Pricing team (HOP). •\tOversee all tenders run through the regional ACC as part of the global and region RFQ process and ensure efficient execution with all stakeholders. •\tSet competitive pricing and manage rate setting across global, regional, and country-level business. •\tManage data feed into the automation for tender management setup. •\tSpearhead RFQ analytics to improve win ratios and STP from a regional perspective. •\tDrive risk-taking analysis and proposals to deliver strategic growth targets. •\tDrive region-led RFQs to increase growth. •\tDrive demand planning and routing guide input for the region. •\tSupport the regional Head of Airfreight in maintaining local carrier and other supplier relationships. •\tOversee rates loading and maintenance activities across systems such as MTS, CW1, and RMS, ensuring data accuracy and timely loading of selling rates and customer agreements.
Senior Commercial Product Engagement •\tEngage as senior commercial product person in large RFQ’s during the pre-RFQ period through Gatekeepers. •\tAct as focal point for regional product development. •\tCoordinate and align the commercial approach for all AFR products together with Marketing & Sales. •\tAlign Marketing & Sales activities within the region as relevant to AFR products for the Region. •\tExecute the regional pricing strategy within the Region. •\tSponsor various large AFR customers in the Region.
Small/Business Customer Growth •\tOwn and steer the region growth framework. •\tEnhance the local value proposition from a product and/or trade perspective. •\tDefine target customers from product or trade perspective with AFR Head, PCM, and Marketing & Sales. •\tDrive ship-to-profile with countries within the BC segment. •\tEnable fast, accurate and competitive spot quotations.
Stakeholders •\tDisciplinary reporting: to Regional Head of AFR •\tFunctional reporting: to Global Head of AFR Growth and Global Head of Pricing •\tAFR Country Management •\tRegional AFR Commercial Center (HOP) •\tRoute Development Management •\tMarketing & Sales •\tLarge Air Freight Customers
Skills •\tGood negotiator, always having the aspired goal in mind •\tNeeds to be able to manage teams virtually •\tExcellent networking abilities and impeccable interpersonal approach •\tAble to lead larger internal and external meetings •\tReadiness to coach people and likes to work across cultures
Experience/Qualification Requirements •\tBachelor’s degree or trained forwarding merchant •\tmore than 6 years of experience in the AFR forwarding industry •\tUsed to work in a multinational environment and in a large corporation •\tLeader with successful track record •\tGood customer contacts •\tMust be able to travel ca. 20% •\tFluent in local language and English language