Manager Commercial Steering at Hapag-Lloyd AG

About the job

As the Manager Sales Steering, you will play a pivotal role in driving and executing sales strategies that align with Hapag-Lloyd’s growth objectives in the Area. You will oversee sales performance, coordinate with local and global teams, and ensure that our offerings meet the unique needs of the market. This role requires a forward-thinking individual who can navigate the challenges and opportunities of a diverse and developing market to drive profitability and market share.

• Develop volume/revenue budgets and forecasts; monitor overall performance of accounts.
• Steer sales staff to achieve attractive business based on equipment imbalances and target accounts/commodities.
• Segment market to define the most profitable customer and product mix.
• Support campaign development in alignment with trade management and pricing.
• Identify underperforming areas/customers/commodities and define corrective actions.
• Cross-functional collaboration with Trade Management, Operations, and Equipment teams
• Digital transformation initiatives and system optimization

Qualifications

• Educational Background: A degree in Business Administration, Sales, Marketing, Logistics, or related field.
• Experience: At least 10-12 years of experience in sales steering, business development, or commercial management within the logistics, shipping, or freight forwarding industries, with a strong focus on Africa.

Skills and Competencies:

• Proven leadership skills and experience in managing cross-functional teams.
• Expertise in sales performance analysis and strategic planning.
• Excellent communication, negotiation, and stakeholder management skills.
• Proficient in Microsoft Excel, CRM systems (e.g., Salesforce).
• Ability to navigate complex and diverse African markets, understanding regional variations in business practices and customer expectations.
• Language Skills: Fluency in English is required; knowledge of additional languages (e.g., French, Arabic, Portuguese) would be a plus.
• Cultural Awareness: A deep understanding of African markets, cultures, and business dynamics is essential, with the ability to tailor solutions and strategies to meet regional needs.
• Container shipping industry expertise specific to liner operations
• Advanced analytics and BI tools beyond QlikSense
• Change management capabilities for digital transformation initiatives
• African market regulatory knowledge (seasonality, customs, trade agreements, local regulations