- Responsible for policy and strategy implementation and short-term results (1 year or less)
- Drive volume growth across all Air freight products in close coordination with station management and Country/Regional Product Heads.
- Together with PCM, drive the focus on trade lanes and countries as per the Trade Lane Plan.
- Manage the country ACC and RDM teams.
- Oversee all tenders run through the country / cluster ACC as part of the global and country RFQ process and ensure efficient execution with all stakeholders.
- Set competitive pricing and manage rate setting across global, regional, and country-level business.
- Manage the feed into the automation for tender management setup.
- Spearhead RFQ analytics to improve win ratios from a country / cluster perspective.
- Drive risk-taking analysis and proposals to deliver strategic growth targets.
- Drive country-led RFQs to increase growth.
- Drive ship-to-profile on tender business.
- Drive demand planning and routing guide input for the country.
- Lead local contract negotiations and manager supplier performance
- Support the country Head of Air Freight 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.
- Engage as senior commercial product person in large tenders during the pre-RFQ period through Gatekeepers.
- Act as focal point for country 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 Country / Cluster.
- Execute the regional pricing strategy within the Country / Cluster.
- Sponsor various large AFR customers in the Country / Cluster.
Small/Business Customer Growth
- Own and steer the country growth framework and the structure of Route Development Managers (RDMs).
- Enhance the local value proposition from a product and/or trade perspective.
- Execute local focus trade lane plans via RDMs across all AFR products.
- Define target customers from a product and/or trade perspective together with AFR Head, PCM, and Marketing & Sales.
- Drive ship-to-profile with stations within the BC segment.
- Enable fast and prompt spot quotations.
Stakeholders
- AFR Station Management
- Country/Regional AFR Freight Heads
- Country/cluster/regional AFR Commercial Center (ACC)
- Route Development Management
- Marketing & Sales
- Product Capacity Management (PCM)
- Large Air Freight Customers
