JOB SUMMARY

The Head of Ocean Growth is responsible for the overall OFR growth initiatives across the Country. The individual guides the Country pricing strategy required to achieve the growth ambition and will drive execution of this into the Regions within India, including the development of relevant value propositions and solution design to support the growth.

Furthermore, the role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization. This includes all sales channels – CSI/MNC/SBC, BC, and digital. Driving the product commercial organization around OCC and RDM structures.

KEY RESPONSIBILITIES

• Driving volume growth in close coordination with Trade Management, driving the focus on trade lanes and countries as per Trade Lane plan
• OCC
• Overseeing all large tenders running through the Regional/Country OCC as part of the global RFQ process and ensure efficient execution with all stakeholders
• Drives automation within the Tender management set-up
• Spearheads RFQ analytics to improve win ratios
• Simplify country Lead RFQ’s to increase efficiency
• Drives STP on tender business
• Senior commercial product engagement
• Driving senior commercial product engagement in large tenders during the pre-RFQ period through Gatekeepers
• Focal point for regional product development
• BC Segment
• Functionally responsible for the Country RDM structure
• Drives articulation and simplification of local value proposition development as relevant from a product and/or trade perspective
• Drives development and execution of local trade lane plans via RDM’s, according to focus Trade lanes defined by Trade Management
• Drives target customer definition from a product and/or trade perspective together with Trade Management and M & S
• Drive STP with countries within the BC segment
• Coordinates and aligns the commercial approach together with M & S
• Regional focal point for M & S
• Ensures process alignment together with M & S within the region

People Management

The role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization. This includes all sales channels – CSI/MNC/SBC, BC, and digital. Driving the product commercial organization around OCC and RDM structures

COMPETENCIES

Functional Competencies

• Clear result orientation and commercial mindset
• Strategic but action-oriented mindset which contributes to business
• Strong commercial sense and motivation to serve the customer
• Good negotiator, always having the aspired goal in mind
• Needs to be able to manage functional teams virtually
• Excellent networking abilities and impeccable interpersonal approach
• Able to lead larger internal and external meetings
• Feels comfortable in a corporate environment
• Likes to make decisions with big impact to the network
• Readiness to coach people and likes to work across cultures

Education / Qualification / Certification Requirements

• Bachelor’s degree
• MBA or other PG Operations degree preferred
• Excellent communication skills
• 8-10 years of experience in the OFR forwarding industry
• Used to work in a multinational environment and in a large corporation
• Seasoned leader with successful track record
• Good customer contacts