• Job Opportunities at an International Freight Forwarding Company - Bradfield Consulting

  • Posted on: 10 October, 2016 Deadline: Not Specified
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  • Bradfield Consulting - Our client, a major player in the international freight forwarding business, is looking to fill the positions below

    Head of Sales

     

    Overall Role Purpose:
    The successful candidate will manage, control and develop the overall Sales strategy/activities in the country in accordance with the group business strategy and the global/regional Sales strategy to increase market share and optimize business assets and human resources. They will implement global incentive program in country, where relevant and ensure achievement of country Sales Index.

    Responsibilities:

    • Accounts for sales results within the country and leads sales disciplines which coordinate and control strategic activities, initiatives and subjects across the country with direct impact on overall results and high business risk potential
    • Develops sales strategy in line with the country's overall business strategy as well as following vertical and horizontal guidelines and objectives
    • Drives market growth and customer retention at the country level
    • Steers/improves Sales performance through process and performance measurement
    • Validates country level improvement areas based on pipeline reporting in collaboration with sales effectiveness.
    • Analyzes the value of key technologies and industry development, and identifies change needs within the country's sales function
    • Steers sales performance and refines the country's sales strategies as required.
    • Reaches agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating
    • Negotiates critical agreements / contracts and has the mandate / authority to sign them, changing T&Cs significantly
    • Analyzes complex issues and modifies working methods in own work area.
    • Approves key personnel decisions for the function
    • Generates commitment, motivation and enthusiasm for the company and division
    • Leads and manages teams; determines team structure, roles and performance targets in co-operation with Country leadership
    • Evaluates performance and proposes performance-based compensation for direct reports
    • Skills/Knowledge
    • Proven success in a Senior Sales role with specific experience in selling to major global customers.
    • Collaborative leadership style
    • Strategic thinking skills
    • Strong people and communication skills
    • Excellent written, verbal, presentation and negotiation skills.

    Education and Experience:

    • Minimum of Bachelors or Master’s degree in relevant discipline.
    • Minimum 5 years of relevant experience in Sales / Marketing functions with leadership responsibility.

    Head of Ocean Freight

     

    Overall Purpose
    The successful candidate will define, lead and implement country ocean freight strategy, product portfolio, processes and procurement in accordance with the overall strategy of the Business Division, with the objective of achieving optimum profitability and effective use of business assets and human resources.

    Responsibilities

    • Coordinates end-to-end execution of global procurement strategy for OFR including inland logistics and depot as well as demurrage management
    • Provides guidelines to OFR teams to properly translate global requirements regarding capacity management into country specific tasks and follows performance
    • Directs and controls activities performed to effectively manage end-to-end capacity for ocean freight within the country (procure capacity, plan and control network). Develops and roll out corrective action plans when targets are not met
    • Responsible for optimizing local OFR procurement for spot quotes and consolidation opportunities
    • Support and co-ordinate the development, implementation of key initiatives and programmes.
    • Provide leadership in the areas of product and business development and resource utilization
    • Sets compliance standards in accordance with corporate/divisional guidelines and monitors adherence
    • Monitor operational quality and instill a culture of continuous improvement
    • Liaises with sales to support interaction with key customers and providing pricing and margin guidance, support on bids and RfQs
    • Ensure the maintenance of and adherence to health, safety and security standards in the workplace in line with corporate guidelines
    • Support country's efforts in maintaining healthy relationships with trade bodies and government agencies & authorities, including being an active subscriber or participant of global research agencies
    • Creates, develops and maintains good relationships with customers and service providers, while facilitating negotiations of best rates at country level
    • Maintain and support interdepartmental relationships
    • Responsible for constant improvement and optimization of production means (cost management) and operational and service level quality
    • Develop a high performance service culture within the country that nurtures and encourages service excellence, quality and a ‘can do’ mindset.
    • Develop IKOs/KPIs with team members and monitor individual performance.
    • Conduct performance appraisal, including coaching.
    • Manage the allocation of appropriate resources and commitment of staff to the achievement of Global objectives and targets.
    • Identify training needs and opportunities to develop a highly skilled functional department. Trains and develops managers for succession.

    Skills/Knowledge

    • Product Knowledge in Ocean Freight Operations
    • Trade Regulations
    • Knowledge on Customs Procedures
    • Culturally sensitive
    • Communication skills – written and spoken
    • Interpersonal skills
    • Influencing skills
    • Negotiation skills
    • Planning and organising skills
    • Business Processes skills
    • Project Management
    • Presentation skills

    Education/ Work Experience

    • Bachelors or Master’s degree in relevant discipline
    • Minimum of 5 years’ experience in OFR
    • Excellent knowledge of the Ocean Freight and Forwarding Industry
    • Relevant experience in Sales, Business Development and Logistics

    Head of Industrial Projects

     

    Overall Role Purpose
    Manage, control and develop the overall Industrial Project Customer engagement strategies/activities in the area in accordance with the group business strategy and local business environment to deliver maximum profit and optimize business assets and human resources.

    Responsibilities

    • Identify and develop potential, sustainable customer relationships
    • Develop and maintain strong existing Industrial Project customer relations and loyalty
    • Respond to Industrial Project customer RFI, RFQ (Request for Information, Request for Quote) and Tenders
    • Respond to Industrial Project customer needs/enquiries/complaints
    • Lead in engagements and strategic Industrial Project customer interfaces
    • Provide Industrial Project customers specific advice/information to Country Manager to facilitate business performance review & evaluation
    • Co-ordinate with different departments to deliver quality service to Industrial Project customers
    • Maintain good communication and working relationship with others functions.
    • Lead Industrial Project customer meetings/ visits (potential and existing) and present company capabilities
    • Collect market profiling and Industrial Project customer/ competitor research & analysis activities to understand and identify market opportunities and challenges
    • Ensure effective pricing strategies are developed to sustain profitable growth.
    • Responsible for achieving Industrial Project Customer business targets
    • Responsible for costs and cost structure and drives improvement measurements and actions
    • Ensure the development and maintenance of the Industrial Project customer database and its use for identification and segmented targeting of Industrial Project customers and prospects.
    • Approves key personnel decisions for the function
    • Generates commitment, motivation and enthusiasm for the company and division
    • Leads and manages teams; determines team structure, roles and performance targets in co-operation with Country leadership
    • Evaluates performance and proposes performance-based compensation for direct reports

     

    Skills/Knowledge

    • Excellent written, verbal, presentation and negotiation skills
    • Ocean and Airfreight knowledge
    • Market Intelligence
    • Strategic thinking skills
    • Strong people and communication skills

     

    Education and Experience
    Minimum 5 years of relevant experience in Industrial Projects
    Bachelors or Master’s degree in relevant discipline

    Air Freight Manager

     

    Overall Role Purpose
    The successful candidate will manage, control and develop the Air Freight business and operational activities in accordance with existing business strategy and local business environment, with the objective of achieving optimum profitability and effective use of business assets and human resources.

    Responsibilities

    • Drives implementation of air freight strategy in the Country (translates requirements, implements, ensures realization of strategy and monitors). Takes responsibility for operational results at country level driving profitability, volume growth and service expansion in own work area
    • Sets, communicates and follows KPIs to ensure constant improvement of capacity management
    • Directs and controls activities performed to effectively manage end-to-end capacity for air freight within the region (procure capacity, plan and control network). Develops and roll out corrective action plans when targets are not met
    • Ensures efficient communication and information exchanges with regional/global AFR management
    • Monitor preferred carrier usage (and related incentive deals) in the country
    • Ensures optimization of network procurement and implementation of all consolidation opportunities
    • Sets and monitors objectives in terms of profitability maximization and volume growth (e.g. on ITM lanes)
    • Supervises identification and implementation of new products within country
    • Liaises with sales to support interaction with key customers and providing pricing and margin guidance, support on bids, RfQs and customer presentations.
    • Creates, develops and maintains good relationships with service providers, while facilitating negotiations of best rates at country level
    • Responsible for constant improvement and optimization of production means (cost management) and operational and service level quality
    • Develop a culture of quality, service excellence, flexibility and cost consciousness
    • Develop a team spirit and multitasking capabilities within the team
    • Plan, organize and direct an efficient and effective function
    • Develop IKOs/KPIs with team members and monitor individual performance
    • Conduct performance appraisal, including coaching
    • Identify training needs and opportunities to develop a highly skilled functional department

    Skills/Knowledge

    • Advanced knowledge of Airfreight Operations
    • Knowledge of Trade Regulations
    • Knowledge of Customs Procedures
    • Cultural sensitivity
    • Communication skills – written and spoken
    • Interpersonal skills
    • Influencing skills
    • Negotiation skills
    • Planning and organising skills
    • Business Processes skills
    • Project Management
    • Presentation skills

    Education and Experience
    Minimum 5 years’ experience in related business
    Bachelors or Master’s degree in relevant discipline

    Head of Warehouse Management

     

    Overall Purpose:
    The successful candidate will manage, controls and develops the overall warehouse management (Value Added Services – VAS) strategy/activities in the country in accordance with the group business strategy and the global/regional VAS strategy to

    Responsibilities include

    • Manages all country VAS P&Ls
    • Drives BD for VAS in alignment with the Sales organization, e.g., aligns VAS customer target lists, drives sales/ BD collaboration and aligns incentives
    • Integrates VAS into overall country BD efforts and solution design and supports respective customer BD efforts
    • Represents and bundles all non AFR/ OFR products in country management team and is partner/ go to person for other VAS country organization (if partnering is required)
    • Informs himself and seeks to replicate successful business ideas from other countries/ regions
    • Develops VAS and innovation community, actively innovates and incubates new ideas e.g., niche business in a country.
    • Is contact for and manages local implementation of global and regional product launches
    • Is contact for VAS related Business Cases.
    • Creates, develops and maintains good relationships with customers and service providers, while facilitating negotiations of best rates at country level
    • Maintain and support inter-departmental relationships
    • Analyzes complex issues and modifies working methods in own work area.
    • Implements modification within own authority which directly influences the way the unit is operating and making money in the country.
    • Develop a high performance service culture within the country that nurtures and encourages service excellence, quality and a ‘can do’ mindset.
    • Generates commitment, motivation and enthusiasm for the company and division
    • Leads and manages teams; determines team structure, roles and performance targets in co-operation with Country leadership
    • Evaluates performance and proposes performance-based compensation for direct reports.
    • Skills/Knowledge:
    • Deep knowledge of forwarding business and understanding of Products/ Value Added Services
    • Proven success in a senior management role, with specific experience in selling to major global customers
    • Commercial ability, experience and thinking in customer centric x-product solution design
    • Capability to innovate and implement new ideas
    • Strategic thinking skills
    • Strong people and communication skills
    • Excellent written, verbal, presentation and negotiation skills

    Education and Experience
    Minimum of Bachelors or Master’s degree in relevant discipline
    Minimum of 5 years’ experience

    Method of Application

    Use the link(s) below to apply on company website.

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