Overall Purpose

The Head of Airfreight Growth is responsible for the overall Airfreight growth initiatives in their country/cluster. The individual guides the country pricing strategy required to achieve the growth ambition and drives execution of this into the stations, including the implementation of relevant value propositions and solution design to support the 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 Activities

Volume Growth & Tender Management

Drive volume growth across all Airfreight products in close coordination with station management and Country Product Heads.

Together with PCM, drive the focus on trade lanes and countries as per the Trade Lane Plan.

Manage the country ACC and RDM teams.

Oversee all tenders run through the country / cluster ACC as part of the global and country RFQ process, and ensure efficient execution with all stakeholders.

Set competitive pricing and manage rate setting across global, regional, and country-level business.

Manage the feed into the automation for tender management setup.

Spearhead RFQ analytics to improve win ratios from a country / cluster perspective.

Drive risk-taking analysis and proposals to deliver strategic growth targets.

Drive country-led RFQs to increase growth.

Drive ship-to-profile on tender business.

Drive demand planning and routing guide input for the country.

Lead local contract negotiations and manager supplier performance

Support the country Head of Airfreight in maintaining local carrier and other supplier relationships.

Oversee 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

Engage as senior commercial product person in large tenders during the pre-RFQ period through Gatekeepers.

Act as focal point for country product development.

Coordinate and align the commercial approach for all AFR products together with Marketing & Sales.

Align Marketing & Sales activities within the region as relevant to AFR products for the Country / Cluster.

Execute the regional pricing strategy within the Country / Cluster.

Sponsor various large AFR customers in the Country / Cluster. Small/Business Customer Growth.

Own and steer the country growth framework and the structure of Route Development Managers (RDMs).

Enhance the local value proposition from a product and/or trade perspective.

Execute local focus trade lane plans via RDMs across all AFR products.

Define target customers from a product and/or trade perspective together with AFR Head, PCM, and Marketing & Sales.

Drive ship-to-profile with stations within the BC segment.

Enable fast and prompt spot quotations.

Skills

Good negotiator, always having the aspired goal in mind

Needs to be able to manage teams virtually

Excellent networking abilities and impeccable interpersonal approach

Able to lead larger internal and external meetings

Readiness to coach people and likes to work across cultures

Qualifications & Key Requirements

Bachelor’s degree or trained forwarding merchant

More than 6 years of experience in the AFR forwarding industry

Used to work in a multinational environment and in a large corporation

Leader with successful track record

Good customer contacts

Strong communication skills (verbal, written, presentations)

Proficient computer skills: Microsoft (i.e. Excel, Word, PowerPoint, & Outlook)