• Job Description

  Req#: DPDHGLOBALAV225274ENGLOBALEXTERNALAVATURE
  
  

  Role Purpose

  The Regional Airfreight Commercial Center Manager facilitates the execution of an improved global tender process for airfreight product. The GK formulates a pricing strategy for selected bids including and not limited to: providing value proposition; translate bid strategy, customer requirements and network fit. Overall purpose is to proactively support corresponding rate offering for competitive and profitable pricing resulting into winning commercial offering. The GK analyses and quantifies business risks and exposures to support fact based decision making by the relevant senior management stakeholders.

  Key activities of (Gate Keeper - GK)

  Analysis of RFQ/Bids & identified business opportunities within RFQ Process:

  • Analysis of customer profitability & business impact
  • Key lanes, density of cargo, shipping profile (weight & no. of shipments)
  • Involvement of relevant stakeholders/experts

  Analysis and quantification of risks and exposures

  • Terms and Conditions deviations
  • Fuel Surcharge Models & Bonus/Malus Programs
  • Peak Season Surcharge & GRI conditions
  • Validation & challenging of business cases presented by Commercial Owners
  • Comparison with similar tenders
  • Review Debrief (Post-mortem) Results of previous RFQ response & apply corrective measures
  • Engage Network Carrier Management
  • Initiate, explore all possibilities uplift & routing options for optimal results

  Formulation of pricing guidelines:

  • Translation of approved Terms & Conditions (T&C’s) and/or Pricing Notes into pricing instructions
  • Clear unambiguous pricing guidelines for countries
  • Provide launch Instruction guidelines for country pricing process
  • Management of ‘central buffers’
  • Pricing Instructions guidelines for regional / countries’ execution
  • Lead and support consistent Pricing Instructions interpretation & execution
  • Work with Regional AFR teams to facilitate and enable competitive pricing from countries pricing responsible
  • Engage in non-RFQ opportunities when needed, such as RFQ Avoidance exercises, Pricing Refresh exercises, Additional Lanes quotes

  Sanity Check & Review:

  • Comparison with MTS/CPK and RABIT/ORBIT databases
  • Check of internal consistency with guidance/Pricing Instructions
  • Challenge pricing as necessary with CACC/RACC
  • Use of several benchmark tools for competitiveness

  Support on re-rounds & final offers

  • Validation with regional/countries as needed
  • Analysis to support walk-away decision
  • Support decision makers with final rounds

  Support Continuous Improvement Processes:

  • Shorten turn-around times & improve quality
  • Design and structure of fuel models & Methodologies
  • Validation of market price levels on key lanes + origin / destination handling and transport
  • Support the implementation of business from RFQ so that conditions & rates as approved are followed

  Others:

  • As needed/required by AFR Product.

  Guidance of account owners

  • to provide relevant data and BI as basis for solution design
  • Proactive bid preparation prior to bid launch Guidance of Commercial Owners on AFR RFQ approach

  Skills / Qualifications

  Key capabilities

  • Operations experience in a complex global environment
  • Very Strong people and communication skills
  • Executive Management Level engagements
  • Strong project management and leadership skills
  • Deep knowledge of forwarding business and understanding of supply chain logistics
  • Understanding of air freight product offering
  • Possess solid presentation skills with both good written and oral communication
  • Effective time management with problem solving and decision making skills
  • Proven ability to work independently and as a team member
  • Computer skills
  • Fluency in English

  Expected years of experience

  • 4-6 years of experience
  • Experience with business intelligence tools and platforms
  • Experience applying Project Management skills and principles including scheduling, resource allocation, task dependencies and coordination

  Educational Qualifications

  • Degree in Business Administration or related subject

• About the company

  We are an international team of over 400,000 shipping professionals, united by a passion for logistics. And we work in a unique environment. DHL is as innovative as a start-up, with the power of an international organization.

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