Head of Business and Tradelane Development

Maersk; Gurugram District; On-site; INR 3,500,000 - 5,500,000; Full time

Job summary

Maersk in India is seeking a Head of Business and Tradelane Development to lead global RFQ responses, pricing strategy, and go-to-market initiatives. You will coordinate with product experts worldwide to influence pricing through technology and process improvements.

You will drive strategic growth, set annual targets with Finance and Sales, and ensure delivery of GP and volumes while supporting tender activities and market intelligence.

Qualifications

• Extensive technical product knowledge including pricing and go-to-market strategies.
• Strong customer-facing engagement and presentation skills.
• Understanding of profitability drivers in logistics and supply chain management.
• Ability to facilitate cross-functional decision-making and execution.

Responsibilities

• Execute strategic initiatives for global growth in alignment with revenues and volumes.
• Contribute to GTM and pricing strategy, leading price-setting for large RFQ opportunities.
• Drive GTM process aligned with market strategy; share market data and pricing trends.
• Collaborate with Finance and Sales to set annual targets and growth plans for GP & volumes.
• Monitor global sales pipeline and take corrective actions to deliver budgeted GP and volumes.
• Provide input for marketing and commercial activities.

Skills

Pricing strategy

GTM strategy

Stakeholder engagement

Cross-functional collaboration

Communication skills

Pricing processes

RFQ leadership

Job description

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:

• 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.

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.

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