Head of Air Freight Growth, Asia Pacific

DHL Global Forwarding (Singapore) Pte. Ltd.; Singapore; On-site; SGD 125,000 - 150,000; Full time

Job summary

A leading logistics firm in Singapore is looking for a Head of Airfreight Growth to oversee airfreight growth initiatives within the Asia Pacific region. This role involves driving volume growth across products, managing pricing strategies, and engaging key stakeholders to achieve ambitious growth targets. Candidates should have over 6 years of experience in the AFR forwarding sector and possess strong leadership and negotiation skills. The role requires fluency in English and the local language, with a willingness to travel approximately 20%.

Qualifications

• More than 6 years of experience in the AFR forwarding industry.
• Experience in a multinational environment and in a large corporation.
• Proven leadership with a successful track record.
• Strong customer relationships.

Responsibilities

• Drive volume growth across all AFR products.
• Set competitive pricing and manage rate settings.
• Engage as a senior commercial product person.
• Own and steer the region growth framework.

Skills

Negotiation

Team Management

Networking

Interpersonal Skills

Leadership

Cross-Cultural Communication

Education

Bachelor’s degree or trained forwarding merchant

Job description

Job Purpose

The Head of Airfreight Growth (Asia Pacific) is responsible for the overall Airfreight growth initiatives in their region. The individual guides the region pricing strategy required to achieve the growth ambition and drives execution of this into the countries, including the implementation of relevant value propositions and solution design to drive growth.

Furthermore, the role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization including all sales channels. Managing the product commercial organization around ACC and RDM structures.

Key Responsibilities

Volume Growth & Tender Management

• Drive volume growth across all AFR products in close coordination with regional and country AFR heads.
• Together with RDM, drive the focus on key trade lanes and countries.
• Manage the regional Pricing team (HOP).
• Oversee all tenders run through the regional ACC as part of the global and region RFQ process and ensure efficient execution with all stakeholders.
• Set competitive pricing and manage rate setting across global, regional, and country-level business.
• Manage data feed into the automation for tender management setup.
• Spearhead RFQ analytics to improve win ratios and STP from a regional perspective.
• Drive risk-taking analysis and proposals to deliver strategic growth targets.
• Drive region-led RFQs to increase growth.
• Drive demand planning and routing guide input for the region.
• Support the regional Head of Airfreight in maintaining local carrier and other supplier relationships.
• Oversee rates loading and maintenance activities across systems such as MTS, CW1, and RMS, ensuring data accuracy and timely loading of selling rates and customer agreements.

Senior Commercial Product Engagement

• Engage as senior commercial product person in large RFQ’s during the pre-RFQ period through Gatekeepers.
• Act as focal point for regional product development.
• Coordinate and align the commercial approach for all AFR products together with Marketing & Sales.
• Align Marketing & Sales activities within the region as relevant to AFR products for the Region.
• Execute the regional pricing strategy within the Region.
• Sponsor various large AFR customers in the Region.

Small / Business Customer Growth

• Own and steer the region growth framework.
• Enhance the local value proposition from a product and / or trade perspective.
• Define target customers from product or trade perspective with AFR Head, PCM, and Marketing & Sales.
• Drive ship-to-profile with countries within the BC segment.
• Enable fast, accurate and competitive spot quotations.

Stakeholders

• Disciplinary reporting : to Regional Head of AFR
• Functional reporting : to Global Head of AFR Growth and Global Head of Pricing
• AFR Country Management
• Regional AFR Commercial Center (HOP)
• Route Development Management
• Marketing & Sales
• Large Air Freight Customers

Skills

• Good negotiator, always having the aspired goal in mind
• Needs to be able to manage teams virtually
• Excellent networking abilities and impeccable interpersonal approach
• Able to lead larger internal and external meetings
• Readiness to coach people and likes to work across cultures

Experience / Qualification Requirements

• Bachelor’s degree or trained forwarding merchant
• more than 6 years of experience in the AFR forwarding industry
• Used to work in a multinational environment and in a large corporation
• Leader with successful track record
• Good customer contacts
• Must be able to travel ca. 20%
• Fluent in local language and English language