Summary: To be responsible for the Profit and Loss (P&L) of a service with vessel provision. A LM is also akin to an entrepreneur whom we entrust and empower him/her with capital & funds so that he/she can operate a profitable service. The aim of the LM is to sustain and grow the business to multiple avenues within his/her geographical scope.
Reports to: Hub Director / General Manager
Location: Singapore
Role and Responsibilities:
A line manager has full P&L responsibility and is tasked with enhancing cost efficiency and optimising yield.
Improve the cost aspect of the business:
• Select ships with optimal intake relative to volume prospects, being mindful on the correlation between vessel size & design and her associated port dues & any physical constraint of any given port of call.
• Select a ship with optimal speed and bunker consumption.
• Close monitoring of daily vessel speed resulting in bunker consumption using the system to ensure the vessel consumption aligns with Time Charter Description (TCD) and cross check against other sister ships previously operated in the trade or region.
• Secure each port call berth window and negotiate terminal related contracts including discount, rebates and volume incentives.
• Manage and resolve claims (cargo claims, container damage, vessel damage) in consultation with the legal team when required.
• Strategize trade routes (existing and new) by understanding the demand & supply conditions of the prevailing market.
Demand:
o Collaborate closely with the marketing department to consolidate customer demand, including anticipating forward demand because of seasonality or potential changes to MLO mother vessel connection.
o Acquire, compile, and maintain trade statistics and reports via our business intelligence portal (BI) for analysis and decision-making.
Supply:
o Understand competitors and the prevailing market tonnage deployed on the trade lane.
o Awareness of operating conditions in terms of tonnage over or under supply, as this impacts utilization prospects and pricing logic.
o Carve out a differentiated product or increase sailing frequency by expanding existing service coverage, either via own deployment or slot swaps with another operators.
o Maintain a high standard of vessel schedule integrity to meet customer feeder-to-mother connections and providing customers with clear and timely vessel updates on actual ETA & ETD.
Improve the income aspect of the business:
• Manage space and select cargo that delivers the best yield (NTV - Net To Vessel returns).
• Create a portfolio outlining how slots should be utilized with structured deals vs. open slots (used basis).
• Work closely with the marketing team for customer and deals selections. Play an active role during customer’s tender exercises.
• Look for opportunities to implement GRI‘s (general rate increase), RR‘s (rate restoration), CBR (critical bunker recovery) for all trades managed in line with cost increases.
• Manage and coordinate rate quotation and filing with the marketing department.
• Manage all agencies involved in your service rotation regarding vessel operations, cargo bookings, and customer relationship management in each local location.
• Play an active marketing role, especially towards key clients brought in by the marketing team. In times of operational crises, dealing directly with key clients, especially those with structured space contracts with us.
• Stay attuned to market trends through active participation in business travel and events to establish and maintain strong relationships with key clients both locally and internationally.
• Provide support to your overseas local agent to ensure seamless operations and client satisfaction.
• Collaborate and communicate effectively within the department and across the relevant departments to ensure they understand the business strategy and how their work contributes to achieving our P&L goals.
• Assume additional responsibilities within the department occasionally when the need arises.
Business development:
• Constantly review the viability of the existing trades routes and make suitable changes to improve the efficiency or adapt to changes in the operating environment.
• Conduct feasibility studies to start new services, either solo or by forming a consortium via a vessel sharing agreement.
Key Performance Indicators
• Ability to maneuver quickly out from an operational and/or a business crisis involving quick decision making and effective communication of your strategy toward internal and external supporting colleagues.
• Maintain a professional and good personal relationship with external clients, port & terminal operator and business partners.
• Be highly aware of the rapidly changing business environment through personal involvement and an effective feedback channel from various sources, including media.
• Maintain a strong understanding of the current business environment and form long-term outlook of the business prospect & needs to identify opportunities and potential pitfalls. Be ready with the right assets (ships) to meet future challenges & opportunities.
Job Requirements:
• Bachelor’s degree in maritime business or business management.
• Minimum 7 years’ experience in shipping line involving in trade.
• Effective communication and interpersonal skills to collaborate with colleagues across departments and various internal & external stakeholders.
• Be available for out-of-hours work.
• Able to travel overseas as part of business requirements.
• Independent and result oriented.
• Strategic thinker.
• Ability to focus on tasks and analyses situations, systems, and problems.
• Ability to make quick decisions supported by information and data gathered.
• Able to work in fast-paced environment.
• Strong and effective leadership.
• Proficiency in the English language, both verbal and written.
