Head of Business and Tradelane Development

Maersk; Gurugram District; On-site; INR 1,500,000 - 2,800,000; Full time

Job summary

Maersk is seeking a Head of Business and Tradelane Development in Gurugram to drive pricing, GTM, and RFQ responsiveness across multiple regions and modes. You will collaborate with product experts worldwide to shape strategy, influence pricing processes, and lead growth initiatives in line with annual targets.

The role requires extensive product pricing and market insight, customer-facing leadership, and strong cross-functional coordination to deliver growth and improved margins in logistics.

Qualifications

• Extensive technical product knowledge with pricing and GTM experience.
• Strong customer-facing engagement and presentation skills.
• Understanding of profitability drivers in logistics and supply chain.
• Ability to facilitate cross-functional decision-making and execution.
• Excellent communication skills across stakeholders.

Responsibilities

• Develop, implement, and maintain processes for RFQ responses across regions.
• Liaise with product experts worldwide to guide product strategy and pricing.
• Execute strategic initiatives for global growth and align with budgets.
• Lead GTM and pricing strategies, including price-setting for large RFQ opportunities.
• Drive monthly budgeted GP and volume through pipeline monitoring and actions.
• Support tenders with input for marketing and commercial activities.

Skills

Pricing strategy

Go-to-market planning

Customer engagement

Cross-functional coordination

Communication skills

Job description

Job Overview

As the Head of Business and Tradelane Development you will play a pivotal role in developing, implementing, and maintaining processes, staff, and solutions to effectively respond to complex, multi-regional, multi-modal customer Requests for Quote (RFQ) in our dynamic global environment. You will serve as a crucial liaison with product experts worldwide, ensuring seamless collaboration to guide product strategy and influence our pricing processes through technological advancements. Execute the product's strategic initiatives for global growth in alignment with annual budgeted revenues and volumes. Contribute to the establishment of the Go-to-Market and Pricing strategy, leading the price-setting process across the product, especially for large strategic RFQ opportunities. Drive the Go-To-Market process in line with the product's market strategy, consolidating and sharing market information, including development, competition, customer behaviour, and pricing trends. Participate in setting annual sales targets, collaborating with Finance and Sales to compile growth plan initiatives for achieving budgeted growth in GP & Volumes. Ensure consistent monthly delivery of budgeted GP and volume numbers by actively monitoring the global sales pipeline, initiating corrective actions when necessary. Act as a key driver for Power Trade Lane transactions and growth. Collaborate with the sales enablement team, regional/area product heads, and the product BPO to maintain updated product sales material, conduct training events, and support tenders with necessary input. Provide essential product input for marketing and commercial activities.

Accountable for and Key Metrics

• Delivering and executing the annual plan for strategic growth initiatives.
• Execution of pricing and go-to-market strategy.
• Driving annual top-line and volume growth for the product.
• Delivering product and sales information and material.
• Consulted About: New product development plans.
• Margin improvement initiatives.
• Key Metrics: Shared: Product P&L. Product NPS. Individual: Product Volume. Execution of the annual product growth plan.
• Organizational: Directly supervised by the Regional Head of Air Freight.
• Functional (dotted line) reports to Area Tenders/Global RFQ.
• Key Interdependencies: Center Air & LCL Organization. Center Growth & Solutions. Sales enablement. Area Product heads. Customer Experience (CX). Sales. Business Process Excellence (BPE). Go-To-Market (GTM).
• External Stakeholders: Customers.

Critical Competencies

• Extensive technical product knowledge, including experience in product pricing and go-to-market strategies.
• Customer-facing engagement and presentation skills.
• Understanding of key profitability drivers in logistics and supply chain management.
• Strong ability to facilitate cross-functional decision-making and execution.
• Excellent communication skills.

Equality and Inclusion

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements. We are happy to support your need for any adjustments during the application and hiring process.

About the Company

A.P. Moller - Maersk is an integrated container logistics company working to connect and simplify its customer's supply chains. As the global leader in shipping services, the company operates in 130 countries and employs roughly 100,000 people. With simple end-to-end offering of products and digital services, seamless customer engagement and a superior end-to-end delivery network, Maersk enables its customers to trade and grow by transporting goods anywhere - all over the world.