Manager - Revenue Optimization - Shipping Business

Manager - Revenue Optimization L5B / (Head L5A

PURPOSE OF THE POSITION :

- 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

ESSENTIAL FUNCTION :

- Performance reviews: Conduct regular performance reviews with Regional Revenue Optimization and other relevant stakeholders such as Regional Revenue Management Colleagues

- Rate initiatives: Monitor progression of Rates & Volumes on Trades & also Monitor Volumes basis Segmentation, to ensure we are meeting set targets as set by the Regions & Trade

- 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 stake holders.

- 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 pro- pose 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 on a monthly basis 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

- Margin Improvement: Close coordination with regional and global stakeholders for new projects and initiatives to support driving margin improvement

- 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

- Imbalance: steer sales actions aiming to reduce Imbalance especially into White Spot locations

- Revenue related audits: responsible for ICCL co-ordination within Area Sales, and act as entry point for other revenue related audits (eg 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

JOB SPECIFICATION:

- Analyze and solve problems X Examines issues and problems effectively, generating possible solutions.

- Communication X Creates an environment where people communicate openly and honestly. Conveys information effectively and convincingly.

- Business Acumen X Ability to develop business understanding of various functions.

- Customer Focus X Ability to provide effective service to customers.

- Teamwork X Ability to build, maintain and develop partnerships with individuals and groups within the organization.

- Drive for Results X Ability to achieve and exceed targets.