Position Overview:
As the General Manager specializing in Pricing and Commercial Strategy for a logistics freight forwarding company, you will be the primary architect of the company’s pricing policies and strategies. Your role will be crucial in ensuring the company remains competitive while maximizing profitability through effective pricing models and commercial negotiations. Additionally, you will oversee multiple departments including Customer Service, Sales, Customs House Agent (CHA), and Operations, ensuring seamless coordination and alignment with pricing strategies to drive overall business success.
Key Responsibilities:
Pricing Strategy Development:
- Develop comprehensive pricing strategies that align with the company’s overall business objectives and market dynamics.
- Conduct thorough analysis of market trends, with competitor companies and their offered pricing strategies, and analyse customer behaviour to inform pricing decisions.
- Continuously evaluate pricing strategies and adjust as needed to optimize revenue and profitability.
- Segment customer base and tailor pricing models to maximize profitability while remaining competitive in each market segment.
- Implement dynamic pricing mechanisms where appropriate to optimize revenue and to get better Gross profits in the business with proper negotiations with Liners.
Pricing Analytics and Optimization:
- Utilize advanced data analytics techniques to analyze pricing performance and identify opportunities for optimization.
- Monitor key performance indicators (KPIs) related to pricing, including revenue per shipment, margin analysis, and price elasticity.
- Conduct regular pricing reviews and adjustments based on market conditions, cost fluctuations, and competitive landscape.
- Work closely with the finance and accounting teams to ensure pricing models accurately reflect cost structures and financial goals.
Contract Negotiations and Management:
- Lead contract negotiations with clients, vendors, carriers, and other business partners to secure favourable pricing and terms.
- Develop negotiation strategies and tactics to maximize value while mitigating risks and protecting company interests.
- Review and analyze contractual agreements to ensure compliance with pricing terms, service levels, and other contractual obligations.
- Collaborate with legal counsel to draft, review, and finalize contracts and agreements related to pricing and commercial transactions.
Market Positioning:
- Collaborate with all team Heads to develop the business and departmental specific strategies that differentiate the company’s offerings and value proposition.
- Identify new business opportunities and market segments for expansion, considering pricing sensitivities and competitive dynamics.
- Conduct market research and competitive analysis to assess market trends, customer preferences, and emerging opportunities.
- Provide strategic guidance on product and all service offerings to enhance overall value proposition.
- Foster a culture of continuous learning and innovation within the internal teams and across the organization.
Cross-functional Collaboration:
- Collaborate closely with sales, marketing, operations, Customer Service and finance teams to ensure alignment between all the teams and business objectives.
- Provide support and guidance to all the teams, assisting with customer handling with negotiations and supporting Clearing Division with immediate solutions and actions.
- Guiding operations teams to optimize pricing in line with cost structures, capacity constraints, and service levels.
Managing Sales, CS, Operations and Clearing Division:
- Lead and oversee all the Depts. internally – Sales, Customer Service (CS), Operations, and Customs House Agent (CHA) departments.
- Develop and implement strategies to optimize sales performance and revenue growth.
- Ensure exceptional customer service delivery, smooth process flow, fostering strong client relationships and satisfaction.
- Streamline operations processes to enhance efficiency and productivity. Strict check on the shipments and Operations for on time cargo movements.
- Coordinate with CHA department to ensure compliance with customs regulations and smooth clearance processes on or before time movements and timely reporting.
- Set departmental goals, KPIs, and performance metrics, monitoring progress regularly for all the departments (PAN INDIA)
- Foster a collaborative and supportive team environment, encouraging cross-departmental cooperation.
- Implement training and development initiatives to enhance the skills and capabilities of departmental staff.
- Conduct regular performance reviews and provide feedback to drive continuous improvement.
- Collaborate with management to align departmental strategies with overall company objectives.
Qualifications:
- Bachelor’s degree in business administration, Finance, Economics, or a related field (Master’s degree preferred).
- Proven experience in a senior management role with a focus on pricing strategy and commercial negotiations within the logistics or freight forwarding industry.
- Deep understanding of pricing principles, including pricing psychology, value-based pricing, and revenue management techniques. Strong analytical skills with proficiency in data analysis and financial modelling.
- Excellent negotiation, communication, and interpersonal skills.
- Strategic thinker with the ability to translate market insights into actionable pricing strategies.
- Proficiency in relevant software and technology platforms, including pricing optimization tools and ERP systems.
- Ability to lead and inspire cross-functional teams in a dynamic and fast-paced environment.
Note:
This job description emphasizes the role’s primary focus on pricing strategy and commercial negotiations within the context of a logistics freight forwarding company. The General Manager will be instrumental in driving revenue growth and profitability through strategic pricing initiatives and effective commercial strategies. However you will be managing all the Depts internally for the smooth process flow in the company.