Head of Business and Tradelane Development

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

Job summary

A.P. Moller Maersk is seeking a Head of Business and Tradelane Development to steer pricing, GTM, and strategic growth for multi-regional RFQs. You will liaise with global product teams, guide pricing processes, and drive revenue and volume growth across trade lanes.

You will execute strategic initiatives, collaborate with sales, finance, and product heads, and ensure delivery of market-ready materials and tender inputs to support global bids.

Qualifications

• Extensive technical product knowledge, including pricing and GTM.
• Strong customer-facing engagement and presentation skills.
• Understanding profitability drivers in logistics and supply chain management.

Responsibilities

• Develop, implement and maintain processes for RFQ responses across regions.
• Collaborate with product experts to influence pricing and strategy.
• Lead Go-To-Market and pricing initiatives for large RFQ opportunities.
• Drive annual growth targets and monitor budgeted GP and volumes.
• Provide product input for marketing and commercial activities.

Skills

Product pricing

Go-to-Market strategy

Cross-functional collaboration

Customer engagement

Pricing process 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.