Head of Business and Tradelane Development

A.P. Moller - Maersk; Mumbai; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

A.P. Moller - Maersk in Mumbai seeks a Head of Business and Tradelane Development to lead RFQ responses, pricing strategy, and GTM initiatives across multiple regions.

You will collaborate with product experts worldwide to guide pricing processes through technology-driven insights and to drive growth in volume and profitability. The role requires strong client-facing communication, deep logistics knowledge, and the ability to coordinate cross-functional teams to deliver strategic outcomes.

Qualifications

• Extensive knowledge of product pricing and GTM strategies.
• Strong customer-facing engagement and presentation skills.
• Understanding profitability drivers in logistics and supply chain.
• Ability to drive cross-functional decision-making.

Responsibilities

• Execute the product's strategic initiatives for global growth in alignment with annual budgets.
• Contribute to Go-to-Market and Pricing strategy, leading price-setting for large RFQs.
• Drive the Go-To-Market process in line with market strategy and share market insights.
• Set annual sales targets with Finance and Sales to grow GP and volumes.
• Monitor global sales pipeline to ensure monthly delivery of budgeted GP and volumes, initiating corrective actions.
• Act as a key driver for Power Trade Lane transactions and growth.
• Collaborate with sales enablement, regional product heads, and product BPO to maintain updated sales materials and support tenders with input.
• Provide essential product input for marketing and commercial activities.

Skills

Product pricing

Go-to-market

Cross-functional leadership

Customer engagement

Logistics knowledge

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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