Damco - Mgr/AGM - Trade Lane Manager

Trade Lane Manager

Level: Manager / AGM

Location: Mumbai/Delhi

Reporting to: Head of Trade Lane

Position Summary

- This position is expected to grow volume, profit, and win rate on selected Trade Lanes for all products (Air, Ocean, and SCM) through a structured sales process and an efficient set-up. The Trade Lane Manager will also be responsible for establishing a framework to facilitate the required objectives and meet set expectations.

Job Responsibilities

Business development

- Develop and meet the trade lane budget

- Map and profile customers in the Trade Lane

- Prioritizes top customers in the lanes based on their business potential

- Map developments with each customer and devise action plans

- Ensure due attention to new opportunity

Network development

- Prepare and update organizational chart for all contacts across regions for the trade lane

- Country visits should be planned in advance with 75:25 split for Controlled/Nominated sales calls in the regions

- Active participation with the product teams (origin & Destination) to understand, discuss and develop solutions to facilitate target growth on the trade lane

- Create business case note for every win and send along with the SOP to the respective regions product manager

- Conference calls with regions should be held on the pre-agreed dates.

Commercial planning

- Develop the trade lane strategy

- Review updates from MIS on monthly and weekly basis.

- TLM should be available at all times for support on any issues pertained to the trade lane

- Ensuring RFQ/RFPs are received and attended on time and support RFQ teams for successful closure.

Key Performance Indicator

- Contribution for CM1

- EBIT

- Cost Control

- DSO

Skills Required

Education:

- MBA or Post graduation in Management

Experience:

- Minimum 8-15 years experience in strategic planning and analysis, sales administration, research and analysis, developing market intelligence and supervising 2 - 3 staff.

- Experience of sales campaigns, models, processes, systems and techniques

- Experience in developing and executing strategic and tactical plans, in a large and dynamic sales environment.

Language:

- The position requires excellent English in written and verbal communication skills

Others:

- Strong persuasive leader of leaders with a hands on approach when needed

- Sounded people management experience

- An ability to create and communicate effective growth strategies

- A strong and positive contributor to the NAS Commercial Management team

- With a focus of delivering objectives and increasing sales & profitability

- Proven strong trade lane development experience in freight forwarding industry, having strong connections with global and local customers

- With entrepreneurial characteristics, decisive, strong sense of urgency and result orientated

- Excellent interpersonal skills and influencing skills

- Strong knowledge and understanding of forwarding of both Ocean and Air products

Contact - viren.doshi@damco.com