Assistant / Manager, Commercial Steering Sea

2 weeks ago

Singapore HAPAG-LLOYD PTE. LTD. Full time

Overview

Commercial Steering is responsible for the optimization of the Sales result and responsible to monitor the performance of customers and steer the Sales force accordingly. While Commercial Steering is able to monitor in detail the specific performance per customer, they also review from a more overall point of view the

performance of ASE. The analysis of the corresponding reports provides them with the knowledge of the different seasonalities and market’s behavior which are part of the basis for the preparation of revenue management, forecasts, budget and marketing activities.

Responsibilities & Tasks

Commercial Steering aims to optimize the Sales result by planning and steering the sales force for ASE. This is accomplished through:
Customer allocation request handling and customer allocation utilization tracking

Area Performance Management

Customer performance tracking

Analyse opportunities and provide guidance to sales management on optimal opportunities to pursue

Preparation for and participation in APM (Area Performance Management) calls

Equipment forecasting

Creation and performance of local compaigns and events such as launch on new ocean products (Digital campaign should be done in coordination with the Digital100)

Imbalance Management (In coordination with Areas, Trade Management and Equipment teams).

Revenue Management

Cargo mix analysis & optimization of Hapag-Lloyd assets

Negative contribution analysis

Equipment optimization

Owner of performance and targets of revenue generating non-ocean produts such as shipping guarantee, freetime packages, D&D etc.

Budgeting

Planning, forecasting and budgeting of volumes and revenues together with Director CST/ASE.

Assisting in preparation of monthly actual and trend results

Market Feedback

Collect local material, market data and information for, but not limited to, ongoing lead generation and as information for relevant stakeholders

Sales Analysis

Assist the ASE commercial organization with analysis and reports where required

Implementing sales strategies in accordnance with Area and Trade Management

Development of new trades

Inland Steering

Steering volumes and revenues through close coordination with Operations, Controlling and Trade Management to improve bottom results.

**Requirements**:
University degree and minimum 5 years of experience leading commercial teams, preferably in the maritime industry

Excellent communication and analytical skills

Ability to organize, review data with accuracy, identify the root cause of complex issues, develop ideas and determine business changes resulting in stronger business results

Team player with good interpersonal, problem solving and communication skills

Good knowledge of the HL processes will be advantageous

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