Our client is an International Shipping & Container Transport Company.

Position : Revenue Optimization Manager

Department : Sales

Report To : Director Commercial Steering

Location : Mumbai

Qualification : University Degree, Commercial Engineer, Business Administration, International Trade or equivalent

Experience : 8-15 years

Ability to Understand P&L with basic financial acumen

Previous experience such as Sales/Revenue/Project Management position Experience in multi- national companies, preferably in industries related to the accounts assigned or of transportation items, shipping or international trade

Technical Knowledge :

Knowledge working with complex tasks and projects

Demonstrated strong listening, verbal and written communication skills Self-starter, self-motivated, resourceful and responsive

Ability to work with large data to drive insights

Demonstrated ability to be multi-task, set priorities, organize work and implement action items Analytical skills

Ability to work effectively in a team environment and good interpersonal skills

Comprehensive knowledge of user application systems (FIS, Qlikview, MS Office)

Values :

Care, Move, Deliver

Positive attitude, can do attitude

Proactive

Energetic and good team spirit

Enthusiastic

Commitment to task

High Integrity

Purpose of the position :

Responsible for monitoring, analyzing and defining necessary actions for improvement of Areas Revenues under the supervision of Director Commercial Steering and in close co ordination with Regional Revenue Optimization Management Regional Office.

Essential Function :

Performance reviews: Conduct regular performance reviews with Regional Revenue Optimization and other relevant stakeholders such as Regional Revenue Management Colleagues

Rate initiatives: Monitor progression of Rates & Volumes on Trades & also Monitor Volumes basis Segmentation, to ensure we are meeting set targets as set by the Regions & Trade

Charge Performance: Analyze the progression of Performance Charge Codes & in coordination with Sales / SST & Region, identify opportunities & Areas of Revenue enhancement.

Regular Calls & Meetings: Weekly / Bi Weekly Calls with Regional Revenue Management & also Trade Management to identify & review Areas of improvement in terms of driving Import volumes, S&D Targets, Free time, Vessel Performance etc . Pass on the relevant information to the Sales Team & rest of the stake holders.

D&D: drive D&D and local income maximization within area of responsibility in close coordination with local sales teams and regional revenue management. This includes to analyze and adjust special customer agreements for commercial viability and pro- pose reviews to corresponding sales counterpart with focus to reduce exceptions & waivers.

Additional Free time Analysis: Review additional Free time extended to accounts especially MT / ST accounts & make efforts to reduce this in coordination with Sales on a monthly basis along with the Region.

Revenue Generating Products: In this regards push for additional Revenue Generating products like ADFT , QQ , QQ SPOT , Shipping Guarantee ,QFP etc

Margin Improvement: Close coordination with regional and global stakeholders for new projects and initiatives to support driving margin improvement

Negative business: reduction Program on Negative Business (PRIA report, active monitoring, action plan etc.)

Market intelligence: drive market Intelligence & Competition Analysis within Area scope especially when analyzing local charges etc

On a Quarterly basis or as and when requested in coordination with Sales.

Local surcharges & Ancillary benchmark: Coordinate quarterly market surcharge & local charges benchmarking / review and propose adjustments to D&D and local surcharges (including THC) to corresponding management

Imbalance: steer sales actions aiming to reduce Imbalance especially into White Spot locations

Revenue related audits: responsible for ICCL co-ordination within Area Sales, and act as entry point for other revenue related audits (eg MFR, NAC, tariff date, etc)

Projects/work groups: act as PoE and participate in projects & international working groups related to revenue management

Coordinate & Lead : with both internal and external stakeholders to resolve issues and bring innovation to the organization

Job Specification :

1) Analyse & Solve problems : Exceptional Domain

Examines issues and problems effectively, generating possible solutions

2) Communication : Superior Domain

Creates an environment where people communicate openly and honestly. Conveys information effectively and convincingly.

3) Business Acumen : Exceptional Domain

Ability to develop business understanding of various functions

4) Customer Focus : Normal Domain

Ability to provide effective service to customers.

5) Team Work : Superior Domain

Ability to build, maintain and develop partnerships with individuals and groups within the organization.

6) Drive for Results : Exceptional Domain

Ability to achieve and exceed targets.

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