Overall - Job Purpose
Responsible for monitoring, analyzing, and defining necessary actions for improvement of Area’s Revenues under the supervision of Director Commercial Steering and in close co-ordination with Regional Revenue Optimization Management Regional Office. Lead strategic projects which have an impact on improvement of margins.
Job Specification - Key Accountabilities
- Performance reviews: Conduct regular performance reviews with Regional Revenue Optimization and other relevant stakeholders such as Regional Revenue Management Colleagues
- Margin Improvement: Close coordination with regional and global stakeholders for new projects and initiatives to support driving margin improvement.
- Charge Performance: Analyze the progression of Performance Charge Codes & in coordination with Sales / SST & Region, identify opportunities & Areas of Revenue enhancement.
- Regular Calls & Meetings: Weekly / Bi-weekly Calls with Regional Revenue Management & also Trade Management to identify & review Areas of improvement in terms of driving Import volumes, S&D Targets, Free time, Vessel Performance etc. Pass on the relevant information to the Sales Team & rest of the stakeholders.
- D&D: Drive D&D and local income maximization within area of responsibility in close coordination with local sales teams and regional revenue management. This includes to analyze and adjust special customer agreements for commercial viability and propose reviews to corresponding sales counterpart with focus to reduce exceptions & waivers.
- Additional Free time Analysis: Review additional Free time extended to accounts especially MT / ST accounts & make efforts to reduce this in coordination with sales monthly along with the Region.
- Revenue Generating Products: In this regards push for additional Revenue Generating products like ADFT, QQ, QQ SPOT, Shipping Guarantee, QFP etc.
- Negative business: Reduction Program on Negative Business (PRIA report, active monitoring, action plan etc.)
- Market intelligence: Drive market Intelligence & Competition Analysis within Area scope especially when analyzing local charges etc. on a quarterly basis or as and when requested in coordination with Sales.
- Local surcharges & Ancillary benchmark: Coordinate quarterly market surcharge & local charges benchmarking / review and propose adjustments to D&D and local surcharges (including THC) to corresponding management.
- Equipment forecast: Analyze and submit forecasts related to empty equipment requirements to regional sales taking inputs from equipment & sales department.
- Revenue related audits: Responsible for ICCL co-ordination within Area Sales, and act as entry point for other revenue related audits (e.g. MFR, NAC, tariff date, etc.)
- Projects/work groups: Act as PoE and participate in projects & international working groups related to revenue management.
- Coordinate & Lead: with both internal and external stakeholders to resolve issues and bring innovation to the organization.
- Management reporting: Provide visibility to Area management through various dashboards impacting commercial KPIs
Qualifications and Technical Job Requirements
Education
- University Degree, MBA, Business Administration, International Trade or equivalent.
Experience
- 8-15 years
- Ability to Understand P&L with basic financial acumen.
- Previous experience such as Sales/Revenue/Project Management position experience in multi- national companies, preferably in industries related to the accounts assigned or of transportation items, shipping, or international trade.
- Experience In Strategy teams or projects will be a positive
Skills
- Experience in leading tasks and projects.
- Advance knowledge of MS excels and PowerPoint skills.
- Demonstrated strong listening, verbal and written communication skills.
- Ability to work with large data to drive insights.
- Demonstrated ability to be multi-task, set priorities, organize work and implement action items.
- Analytical skills
- Ability to work effectively in a team environment and good people skills.
- QlikView/Qlik sense knowledge will be a plus
Hapag-Lloyd Values / Behaviors
- Care, Move, Deliver
- Positive attitude can do attitude.
- Initiative-taking
- Energetic and good team spirit
- Enthusiastic
- Commitment to task
- High Integrity
