About this role
Key Tasks • Spot Quote Performance Management (Hit Rate Focus) • Track and analyze spot quote hit rates by country, trade lane, and customer segment • Identify gaps between quoted vs. won business and recommend corrective pricing actions • Monitor turnaround times and adherence to spot quote processes across countries • Ensure consistent use of pricing tools (e.g., QuoteShop) to maintain visibility and governance • MTS (Market Tactical Strategy) Quality & Governance • Oversee data quality, completeness, and relevance of MTS selling rates • Ensure MTS reflects current market conditions, cost structures, and strategic pricing positioning • Monitor alignment between MTS, QuoteShop, and tender pricing inputs • Identify inconsistencies between MTS rates and actual quoted/won business • Country-Led Bids (CLB) Performance Control • Track hit rates and performance of country-led RFQs and bids • Analyze bid outcomes (wins/losses) to identify pricing gaps, competitiveness, and execution issues • Provide guidance and challenge country inputs to ensure alignment with regional pricing strategy • Support “walk-away” or approval decisions with data-driven insights • Pricing Governance & Process Compliance • Enforce standardized pricing processes across spot quotes, MTS usage, and RFQs • Monitor adherence to guidelines (e.g., timely submissions, rate updates, system usage) • Address deviations between intended pricing workflows and actual execution • Performance Reporting & KPI Tracking • Develop and maintain dashboards for: Spot quote hit rate, MTS adoption and quality indicators, Country bid conversion rates • Provide regular performance updates to VP Head of Growth / HoP leadership • Highlight trends, risks, and improvement opportunities • Continuous Improvement & Strategic Control • Identify structural issues impacting pricing performance (e.g., system gaps, process inefficiencies) • Propose enhancements to pricing tools, workflows, and governance models • Drive initiatives to improve: Pricing discipline, Data visibility, Automation and reporting accuracy • Support cross-functional alignment across Pricing, ACCs, Sales, and Operations Qualifications & Key Requirements • Degree / MBA / Advanced Degree preferred • More than 5 years related experience and knowledge of the Air Freight forwarding business and carrier/supplier landscape • Proven track record in people management role (leadership, motivation and people skills) • Demonstrates strong communication capabilities • Excellent negotiation skills • Strong problem-solving mentality • Strong ability to understand, calculate and persuasively present pricing techniques and analytics • Fluent in English (written and spoken)