Regional Manager - Sales - Freight Forwarding Business - West

1. Brief Description :

Why does the job/role exist :

Lead APLL in West India in international freight (forwarding) sales activities across of a broad spectrum of customers, both for imports and exports ocean and air product, covering India.

2. Key Result Areas (2 - 3 Key Items) :

What does the job need to deliver- How is it measurable

a) Commercial / Business Development - Strong Sales program for maximization of Revenue and Profitability for the organization

b) Operations / Sales - Ensure minimization of service failures + Customer Satisfaction

c) Key Accounts - Build Relationship, Strategize and execute plans for key accounts

d) Finance / People Management - ensure business within the financial guidelines as defined by the organization and provide leadership to people to deliver expected results

3. Key Accountabilities/Duties :

a) Responsible for the budget, business plan, reporting and general management of the office.

b) Formulation of the overall LOB strategy, ensuring delivery of revenue and profit growth, and implementation of the freight management activity. Focus on the key Verticals as per the company strategy

c) Complete P&L and balance sheet responsibility for freight management and related logistics operations

d) Lead, Motivate, Influence and Drive the team for achieving set targets

e) Ensure KPI's of freight operations are met for achieving productivity results

f) Hands-on in maintaining operational excellence, lead the response to tenders and RFQ- s, and win new clients.

g) Responsible for operational execution in the key sectors - travel in-country and to group network

h) Ensure effective proposals and responses to RFQ's etc to win profitable new business

i) Streamline operational processes and SOP's

j) Network within group for expanding trade lanes volumes and developing a tradelane and management program.

k) Control costs in line with growth prospects

l) Ensuring customer satisfaction and operational excellence and develop personal relationships with high value accounts

m) Represent the Freight Forwarding Division on behalf of APLL in key forums across India and Network with industry counterparts, such as forwarders, co-loaders and ocean and airfreight carriers to understand market and competitive landscape

4. Sketch of reporting relationships :

Supervisor, direct reports, indirect reports, key peers

(The total no. and list of the positions)

Your Manager/Supervisor - India Commercial Head

Direct Reports - Sales Manager + CS

Indirect Reports - Operations

Key Peers Regional & Cross Functional Heads

5. Important Relationships/ Communications :

Who (Job Title) Why How Often :

1) Customers, Sales team, Shipping Managers, Logistics Managers, Operations staff Sales activities, pricing and negotiation, documentation requests Daily

2) APLL/ IIX Peers, Managers Freight forwarding processes, pricing, customer deliverables As required

3) Industry professionals, Managers, Executives in Ocean/ Air Transport Market intelligence, Co-loading activities, Networking As required

6. Resources assigned and Typical planning horizons

Resources:

- Local as well as Global Air forwarding partners

- IFS Sales Network

- IFS Customer Support for Pricing, and Bid submission Planning

- Weekly, Quarterly and Yearly Sales Plans and Pipeline Reports

- Daily Sales Calls Report