Job description:
ROLE:
The DRO Trade Regional Head will be responsible for the Cargo Flow, Pricing and Commercial activities of the countries under Dubai Regional Office scope to drive profitability through balancing optimized loading with maximum revenue. He/She should be commercially astute and be able to identify new business opportunities and generate sales leads where possible
RESPONSIBILTIES:
- Define the commercial strategy for a set of lines and is responsible for their profit & loss (Implementing and challenging the pricing policy for the different trades under the DRO scope)
- Manage the business development and optimization of the loading capacity of vessels for lines in order to maximize financial results
- Monitor the operational cost and manage complex situations related to sales
- Be accountable for the performance (filling Factors and Contribution) of the mains lines calling the ports of the regions, with the objective of reaching 100% in TEU for both strong and weak legs. As such he/she shall be the focal point with lines (HO and Singapore)
- Analyze regional market trends and identify opportunities for growth and expansion.
- Establish and maintain strong relationships with key clients, business partners, and local authorities.
- Supervise the cargo flow activity of the region, monitor and define allocation split, empty
- Be the focal point for the line business development: propose and conduct studies based on market opportunities, competition practices, current services evacuation despite the difficult operational context in some African ports.
- Monitor shipping news, regional geopolitics and provide relevant analysis to trade top management
- Understand the logistics, operations, feedering challenges and adjust the trade dynamics accordingly
- Liaise on a daily regional basis with line Managers and agency network to follow the performance, understand the pain point and address needs
- Travel regularly in the region
- Drive the digital transformations of the group in the region (implementations of new tools or processes)
- Work hand in hand with CAN department to define the commercial strategy for GAs, IFF, OOG, Reefer
- Define a yearly budget, ensure it is in line with the HO CAN analysis, and follow up during the year to make sure it is respected. Challenge the agencies and readjust during the year if needed
- Supervise and organize the visits from HO/RO Trade management team
- Pilot the annual tender season in close contact with HO & RO GA teams
PROFILE & COMPETENCIES:
- Postgraduate degree (4/ 5 years) in International Trade, Logistics or Transport
- 7 years minimum experience in shipping environnement with experience in line management or trade management.
- Knowledge of commercial policy and offers
- Financial and economic knowledge
- Calculation methods, statistics and analysis knowledge
- Customer knowledge
- Marketing study
- Business intelligence
- Pricing
- Commercial network coordination
