Translate line targets, allocations and pricing direction into practical country-level action plans.
Analyzing market trends and collecting market intelligence to set pricing guidelines, making suggestions to Head office.
Defining and maintaining tariff pricing structures and implementing pricing strategies for trade.
Reviewing arbitrary setups with countries, procurement and Head office.
Monitoring booking forecasts and tracking allocation performance on daily basis using HIVE system, setting allocation and cargo mix adjustment suggestions to management and guidelines to countries.
Represent the BU’s commercial direction in the field and communicate line strategy, priorities and expectations to countries.
Maintain close contacts with key stakeholders to build value-based relationships
Working closely with Countries and SA Managers to follow up with key BCO/ VIP clients on tender bidding, reviewing key customer performance and accompanying them for visits and meetings.
Collaborating with regional departments such as Cargo Flow, Strategic Account Unit, Ship Planner, Logistics & Equipment, and Procurement to optimize vessel utilization and ensure the smooth setup of each trade.
Responsible as the leading role for commercial systems and tools, including HIVE, L2A, and MYZIM, which support pricing and trade management.
Establishing quarterly sales targets and allocations for various countries through clear Commercial Excellence guidelines, while monitoring country performance on a monthly and quarterly basis.
Reviewing monthly results with BU Line Management, including trade performance, pricing and marketing strategy, country performance against targets, cargo mix improvement, schedule integrity, logistics supply, and profit & loss.
Define and evaluate commercial forecasts based on countries' inputs and market conditions.
Promote the service, analyze the market & ensure maximizing the revenue by using knowledge of the market and competitors, direct business development, sales and marketing activities for the West bound trade.
Provide BU with meaningful insights & analysis regarding commercial conditions within respective countries.
Establish market research activity and monitor competitive activities by improving market intelligence to increase market share and tackle lost customers.
Studying and identifying new potential or target markets, reviewing customer trends for product enhancement, and proposing new products or services to the Line.
Guide, support and develop relevant commercial team members and country interfaces.
Set clear priorities, follow up on execution and support the team in handling day-to-day commercial challenges.
Promote a proactive, analytical and performance-driven working culture.
Provide mentoring and commercial guidance while supporting effective cross-functional collaboration.