Head - Air Freight Commercials,

DHL Global Forwarding; Maharashtra; Vor Ort; INR 4.000.000 - 9.000.000; Vollzeit

Zusammenfassung

DHL Global Forwarding seeks a Head of AFR Commercials to lead airline procurement, pricing strategy for RFQs, and profitable growth in airfreight. You will ensure carrier compliance, work with RFQ and IMPAT teams on large RFQs, and collaborate with commercial units to expand airfreight exports.

The role demands strategic oversight, strong negotiation skills, and leadership to optimize routes, capacity, and pricing across markets.

Qualifikationen

• Bachelor’s degree in BBA (or equivalent) is required.
• IATA qualification and DGR certification are required.
• 10–15 years of AFR Commercials/Product Solution Design experience in freight forwarding or a multinational is preferred.

Aufgaben

• Coordinate the global AFR procurement strategy at country level.
• Negotiate key carrier contracts and set internal rates.
• Develop airfreight business objectives with RFQ team and Tender Review Board inputs.
• Engage with airline officials to build relationships and monitor carrier performance.
• Lead and develop the AFR commercial team, defining IKOs/KPIs and coaching for improvement.

Kenntnisse

Leadership

Stakeholder Management

Strategic Planning

Business Development

Customer Relationship Management

Agility

Attention to Detail

Ausbildung

Bachelor’s degree in BBA

IATA qualification

DGR certification

Tools

MS Office

Jobbeschreibung

About Air Freight Operations

The Air Freight Operations team plays a pivotal role in managing the import and export of goods by air. Their primary objective is to create and maintain efficient processes, guaranteeing the seamless movement of goods by collaborating with Airline partners, Procurement and capacity management, network offices, vendors, and customs brokers, ultimately contributing to profitability.

About Air Freight Operations

The Air Freight Operations team plays a pivotal role in managing the import and export of goods by air. Their primary objective is to create and maintain efficient processes, guaranteeing the seamless movement of goods by collaborating with Airline partners, Procurement and capacity management, network offices, vendors, and customs brokers, ultimately contributing to profitability.

Job Summary

The Head of AFR Commercials will spearhead the procurement of airline services, fostering collaboration with the network, customers, and the House of Pricing to formulate strategic pricing strategies for RFQs and drive profitable growth in the airfreight business. This role involves monitoring core carrier compliance and maximizing contributions by eliciting appropriate responses from local airlines. Additionally, the role entails working closely with the RFQ team to determine pricing for airfreight services, making pricing decisions, and collaborating with the IMPAT team to implement large RFQs. Furthermore, collaboration with commercial teams will be essential to expand the airfreight export business.

Key Responsibilities

Coordination of Global Procurement Strategy

• Coordinate the execution of the global procurement strategy for AFR at the country level, ensuring end-to-end coverage.


• Ensure efficient route planning and allocation of capacity within the country.


• Forecast supply and demand dynamics to optimize procurement strategies.


• Maintain seamless communication and alignment with regional and global AFR management teams.

Contract Negotiation and Management

• Perform negotiations of key contracts with carriers to secure favorable rates and terms.


• Coordinate end-to-end capacity procurement at the country level, optimizing network procurement and consolidation opportunities.


• Set internal rates for local procurement activities and monitor centrally set rates.


• Escalate local carrier performance issues and collaborate with carrier management for resolution.

Airfreight Business Development

• Procure rates and capacity from airlines to meet airfreight business objectives, collaborating closely with the RFQ team.


• Participate in Tender Review Board conference calls to influence stakeholders and win RFQs in favor of the country.


• Analyze market trends, pricing, and capacity requirements, arranging soft blocks with airlines as needed.


• Engage with airline officials to build professional relationships and stay updated on industry developments.


• Monitor core carrier adherence and drive maximum contribution through effective communication and negotiations.

People Management and Team Development

• Develop a culture of quality, service excellence, flexibility, and cost consciousness within the team.


• Foster team spirit and multitasking capabilities, ensuring efficient planning, organization, and direction.


• Define individual key performance indicators (IKOs/KPIs), conduct performance appraisals, and provide coaching for continuous improvement.


• Manage resource allocation and training needs, developing a highly skilled and motivated functional department.

COMPETENCIES

Functional Competencies

• Product Knowledge: Comprehensive understanding of the company's products, services, and market trends to effectively align strategies and drive business growth.


• Stakeholder Management: Building and maintaining relationships with internal and external stakeholders to facilitate collaboration and achieve common goals.


• Business Development: Identifying growth opportunities, developing business plans, and implementing strategies to expand the business and increase revenue.


• Customer Relationship Management: Building and maintaining strong relationships with clients, understanding their needs, and ensuring high levels of customer satisfaction.


• Technology and Innovation: Embracing technology advancements, identifying innovative solutions, and leveraging digital tools to enhance business processes and competitiveness.

Behavioral Competencies

• Agility: Ability to adapt quickly to changing operational needs and environments.


• Continuous Learning: Willingness to learn and improve skills to enhance performance.


• Attention to Detail: Consistently maintaining accuracy and precision in tasks.


• Quality Orientation: Commitment to delivering high-quality results and services.


• Leadership and Team Management: Directing teams towards goals and optimizing productivity by promoting accountability.


• Initiative: Taking proactive steps to improve processes or address issues.


• Strategic Planning: Developing and implementing strategic plans to achieve organizational objectives.

WHO CAN APPLY?

Must Have

• Bachelor’s degree in BBA (or equivalent)


• IATA qualification, DGR certification.


• 10-15 years of experience (dependent upon country size) in AFR Commercials/ Product Solution Design Function or in another relevant Management position in a Freight Forwarding Company or a Consultancy or in a large Multinational business in India / Asia


• Extensive knowledge of AFR forwarding business and carrier/supplier landscape.


• Proven track record in people management role (leadership, motivation, and people skills).

Preferred

• MBA, with professional experience in MS office.