Job Location: Andheri Mumbai
Job For: Vacancy With Clients
Work Profile:
- Rating in accordance with the thorough understanding of contractual conditions that impact pricing along with clear understanding of all risks and assumptions, promises and commitments; to be able to create Risk managed commercial models.
- Have strong analytical skills as well as understanding of estimation models across all four product rating.
- Support sales team with through understanding of Client requirement and recommendations.
- Always work hard and excel in pressure situations and a never say never attitude, especially when it comes down to last minute changes that can make or break the deals.
Key Responsibilities:
- Identify and analyze all the elements of Costs for delivering a solution/service.
- Translate the effort estimates into costs and build a profit/loss analysis scenarios based on the corporate/unit level cost structure.
- Conceptualize and build commercial models for various engagement models such as Contractual Rate filing, fixed price, Output Based pricing models (including Transaction rates), Risk/Reward based pricing models, Outcome based models to name a few…
- Advise the business units/sales teams on various options available to build customer required pricing models
- Analyze and high light any commercial / legal / operational risks in a given deal
- Help complete all required data for internal governance processes and lead the discussion on price, risk and assumptions, contractual terms and, commitments and promises
- Support the development of best practice for Pricing and Commercial models
Main Task, Duties and Responsibilities:
- Negotiate Contract/SPOT/ADHOC/Flash/XPS/RFQ’s rates with Airlines and Shipping Lines.
- Establish business objectives for the portfolio in line with the company sales strategy ensuring service levels are met, budgets are contained and activities operate within the agreed expenditure.
- Seek new business opportunities/streams with aim of achieving overall sales targets & incremental revenue.
- Develop contractual based rates with Shipping lines, seeking new gateways maintains good relation to get space on first feeder bases.
- Manage market Intelligence, Performance statistic & Competitors analysis.
- Make recommendations on cargo demand, challenges & opportunities addressing problem areas and formulate action plan.
- Inviting Shipping Lines:
- To have their presentation on their product and booking system.
- To have comprehensive understanding of their product and services level.
- To have comprehensive understanding or their rate levels, to analyzed the market trend.
- Keeping regular check on New and Old account to keep update on Client moment.
Internal coordination and networking:
- Motivate and mentor coworkers / CS Team / Clearance Team / Transport Team to handle Clients, Vendors & Overseas Agents.
- Daily interactions with relevant internal departments to ensure various matters with regards to freight negotiation, timely release of Delivery order to customers, planning of containers, arranging freight invoices to customers, releasing of bill of lading in time, delivery status of the cargo to customers.
- Using expertise available with different officials in the organization to provide prompt solutions to customer needs.
- Coordinate with different functions within the organization and share customer expectation.
- Effectively hand over and transition new business into operations to ensure that customer requirements and company’s commitments are met.
- Conduct regular and structured review sessions with assigned customers including process for continuous improvement and innovation, review of customer strategy and priorities to deliver operational excellence.
- Establish client forecast and updating the related vertical of the group’s business in order to plan equipment, forecast and booking.
Key Performance Indicators:
| No. | Key Performance Indicators | Target parameter | Weightage |
|---|---|---|---|
| 1. | Negotiate the rate with shipping lines | ||
| 2. | % of Revenue from New Accounts | ||
| 3. | % of Enquires converted into final booking |
Competency Requirements:
| Educational Qualifications/Exp. | Technical/ Functional Knowledge and skills | Behavioural and Leadership competencies |
|---|---|---|
| 8+ years’ of experience in a similar capacity in the freight forwarding industry | Excellent interpersonal skills Good relationship/contacts with shipping lines | Leadership Orientation Negotiation Skills Problem Solving Skills Performance Focus |