Job Purpose
The Regional Head of Ocean Growth is responsible for the overall OFR growth initiatives across the region. The individual guides the regional pricing strategy required to achieve the growth ambition and will drive execution of this into the countries, including the development of relevant value propositions and solution design to support the growth.
Furthermore, the role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization. This includes all sales channels – CSI/MNC/SBC, BC, and digital. Driving the product commercial organization around OCC and RDM structures.
Main Responsibilities
1. Driving volume growth across all OFR products in close coordination with OFR Country management and regional product heads. Together with Trade Management, drive the focus on trade lanes and countries as per Trade Lane plan.
2. Ocean Competency Center (OCC)
-Overseeing all large tenders running through the regional OCC as part of the global RFQ process and ensure efficient execution with all stakeholders
-Drives automation within the Tender management set up
-Spearheads RFQ analytics to improve win ratios
-Drives risk-taking analysis & proposals to deliver strategic growth targets
-Simplify country led RFQ’s to increase efficiency
-Drives STP on tender business
3. Senior Commercial Product Engagement
-Driving senior commercial product engagement in large tenders during the pre-RFQ period through Gatekeepers
-Focal point for regional product development
4. BC Segment
-Functionally responsible for the Country Growth structure and regional RDM structure
-Drives articulation and simplification of local value proposition development as relevant from a product and/or trade perspective
-Drives development and execution of local trade lane plans via RDM’s across all OFR products, according to focus Trade lanes defined by Trade Management
-Drives target customer definition from a product and/or trade perspective together with local OFR product heads, Trade Management and M&S
-Drive STP with countries within the BC segment
5. Coordinates and aligns the commercial approach for all OFR products together with M&S
-Regional focal point for M&S
-Ensures process alignment together with M&S within the region
-Aligns M&S activities across the regions as relevant to OFR product
6. Guides the regional organization in terms of pricing strategy
7. Sponsors various large OFR customers
Reporting Lines
- The Regional House of Pricing reports into to the Regional Head of Ocean Growth
- The Regional Gate Keepers report into the Regional Head of Ocean Growth
- The Country Heads of Growth report functionally into the Regional Head of Ocean Growth
- This role reports to the Regional Head of Ocean Freight and functionally into the Global Head of Ocean Growth
Required Skills
- Clear result orientation and commercial mindset
- Strategic but action-oriented mindset which contributes to business
- Strong commercial sense and motivation to serve the customer
- Good negotiator, always having the aspired goal in mind
- Needs to be able to manage functional teams virtually
- Excellent networking abilities and impeccable interpersonal approach
- Able to lead larger internal and external meetings
- Feels comfortable in a corporate environment
- Likes to make decisions with big impact to the network
- Readiness to coach people and likes to work across cultures
Other Requirements
- Bachelor’s degree or Master’s degree
- Min. 8-10 years of experience in the OFR forwarding industry
- Must be able to travel internationally ca. 20%
- Used to work in a multinational environment and in a large corporation
- Seasoned leader with successful track record
- Good customer contacts
