Address Job Purpose
This role will lead and ensure procurement of services from airlines and engage with network, customers and House Of Pricing to render strategic
pricing for RFQ and grow profitable airfreight business. Monitor core carrier adherence and push for maximum contribution by evoking suitable
responses from airlines locally. Collaborate with the IN RFQ team, in pricing for Airfreight services, and make decisions on the pricing.
Collaborate with IMPAT team in implementing large RFQ. Collaborate with commercial teams to grow Airfreight export business.
Main Accountabilities
Coordinates execution of global procurement strategy for AFR at country level (end-to-end)- Ensures route planning and capacity allocation in country
- Ensures forecast of supply and demand in country
- Ensures seamless communication and alignment with regional/global AFR Mgmt
- Performs negotiation of key contracts with carriers
- Coordinates country level end-to-end capacity procurement
- Ensures optimization of network procurement and implementation of all consolidation opportunities
- Coordinates analysis to identify country-specific level of demand/supply, network planning and controlling
- Coordinates control of balance between supply and demand at country level, identifying and implementing improvement possibilities
- Ensures good relationships on the day-to-day work with carriers at country level
- Sets internal rates for local procured activities and checks the internal rates set centrally for the own country
- Escalates local carrier performance issues to local supplier KAMs and Carrier Mgmt when required
- Interacts with customers in alignment with Sales
- Ensure procurement of rates and capacity from airlines to meet airfreight business objective.
- Collaborate with the IN RFQ team, in pricing for Airfreight services, and make decisions on the pricing.
- Collaborate with IMPAT team in implementing large RFQ.
- Participate in Tender Review Board conference calls and influence the stake holders to win the RFQ’s in favor of IN.
- Procure rates from airlines for spot enquiries equal to or larger than 10 tons, to meet customer service requirement.
- Analyze pricing and kilos traded and arrange soft blocks with different airline from the DEL, BOM, BLR, MAA
- Analyze market trend and titrate capacity requirements for air exports on the major routes with soft blocks.
- Visit Airline officials at country and station level and build professional relationship, understand market developments in aviation industry
- Monitor core carrier adherence and push for maximum contribution by evoking suitable responses from airlines locally
- Send out periodic newsletters to internal and network about the market airfreight development.
- Participate in trade forums and represent industry related matters
- Visit airlines on a regular basis to address opportunities, service irregularities and invoicing accuracy related matters
- Titrate MTS rates once a fortnight with an objective of winning spot enquiries below 10 tons
- Address all irregularities related to OQT, QUOTE SHOP and other digital platforms related to airFreight Commercials.
- Visit DGF stations, customers and airline terminal operators to build futuristic airfreight products
- Collaborate with commercial teams to grow Airfreight export business
- Design solutions for transfer of freight between gateways to create consolidation
- Ensure that all actions are aligned with the global framework of airfreight services in a most compliant manner
- Engage with network counterparts to achieve DTD pricing solutions for spot movements larger or equal to 10 tons
- Work along with the Airfreight HOD, to support on any other activities assigned.
- Ensuring direct reports understand and actively comply with the company’s occupational health & safety rules.
- Ensuring maintenance of a healthy and safe workplace.
- Demonstrates structured, efficient work processes and methods.
- Uses sound judgment, manages risk and anticipates impact on overall business.
- Accomplishes own tasks whilst in support of corporate goals.
Finance & Projects
Actively promote the exchange and adoption of Best Practices within the country to leverage collective learning and to improve consistency and productivity. Use of technology to improve efficiency and customer satisfaction
Business Performance & Results
1.Responsible for operational result at country level
2.Defines, monitors and enforces targets to the warehouses / operations
3.Select and assigns key positions to reach targets
4.Lead market profiling and customer / competitor research and analysis activities to understand and identify market opportunities and challenges
5.Develop effective pricing strategies to sustain profitable growth
People Management
1.Develop a culture of quality, service excellence (for internal customers), flexibility and cost consciousness.
2.Develop a team spirit and multitasking capabilities within the team.
3.Plan, organise and direct an efficient and effective function.
4.Develop IKOs/KPIs with team members and monitor individual performance.
5.Conduct performance appraisal, including coaching
6.Manage the allocation of appropriate resources and commitment of staff.
7.Identify training needs and opportunities to develop a highly skilled functional department.
Divisional Experience
10-15 years experience (dependent upon country size) in AFR Commericals / Product Solution Design Function or in another relevant Management position
in a Freight Forwarding Company or a Consultancy or in a large Multinational business in India / Asia
Functional Experience
Extensive knowledge of AFR forwarding business and carrier/supplier landscape.- Proven track record in people management role (leadership, motivation and people skills).
- Demonstrates strong communication capabilities.
- Excellent negotiation skills.
- Strong problem-solving mentality
Geographical Experience
Experience in Airlines Commercial negotiation, vendor management, solution development, RFQ tender negotiation experience on a country or regional
responsibility and close coordination and working with Asia Pacific regions
Education / Qualification / Certification Requirements
Bachelor Degree in Business (or equivalent)- IATA qualification, DGR certification etc
