Specialist Pricing/Steering

About the role

At Hapag-Lloyd, we will support the further development of your sales and skills background in our culturally diverse, stimulating environment as you help us grow our customer base. The Non Operating Common Carrier (NVOCC) Global Accounts department (GNP) is in charge of the largest Global NVOCCs within the Hapag-Lloyd portfolio. We hold a very large share of wallet of the Transpacfic Eastbound trade (TPEB). As the GNP TPEB Pricing / Steering Mgr, you will drive customer performance, quality and satisfaction.

You will also be responsible to coordinate sales efforts to maximize both volume and contribution levels in the TPEB import trades.  In close alignment with sales execution and the customer service team you will develop true customer understanding and deliver solutions that meet and exceed our customer expectations.

Responsibilities

• Daily review overall bookings to ensure performance & optimization of Area vessel allocation as well as steering the most cost effective routing of cargo.
• Uses Data Analytics to market equipment effectively by steering containers to equipment demand areas and depleting surplus areas.
• Analyze competitive information and statistical data.
• Work with the Trans Pacific Eastbound Trade Management department to establish new business opportunities and acceptable rates for customers.
• Preparation of volume/revenue budgets and monitor performance per customer and trade for management review.
• Handles allocation management for our vessels/our customers involving the various stakeholders
• Develops strategic initiatives on analytics based data of performance in liaison with sales team.
• Drives strategic sales campaigns within the TransPacific Eastbound trade to optimize results and yield growth objectives within the Global Accounts portfolio
•  You will lead the day to day commercial activities including customer calls, performance reporting and rate proposals.
•  You will help implement and drive our new core promises aligned to our 2023 Quality Strategy.
•  Schedule and drive sales calls with assigned customers to create in-depth customer understanding and deliver solutions to increase volume and Revenue contribution.
•  Initiate opportunity management by preparing rate proposals, negotiation and follow up with customers to secure volume.
•  Communicate relevant service information, market developments and competition activities.
•  Prepare rate quotations and coordinate with the Trade Management department for Requests for Quotes (RFQ’s) and new service contract proposals (3rd Party Portals may be applicable).
•  Initiate waiver requests related to Commercial discrepancies, free time requests.
•  Prepare bid packages as required.
•  Onboard new contract customers with related stakeholders.
•  Align, validate, and audit contract results with our contract administration team (QA - Quality Team).
•  Liaise with internal departments to resolve commercial grievances.

Candidate Requirements

•  Bachelor degree and 4-6 years’ work-related experience in the Maritime/Liner Shipping/Transportation Industry.
•  Passion for account management and sales including identification, negotiation and issue resolution.
•  Results driven and motivated to independently drive solutions that meets our customers’ expectations.
•  Enjoys and very proficient at data analytics to drive performance and steer cargo flows.
•  Excellent communication and interpersonal skills to drive positive customer engagement and performance.
•  Team player that works well with others to drive success for the customer, team and the organization.
•  Knowledge and understanding of most shipping terms, routings, schedules and the general practices of various countries, carriers, ports and terminals with the ability to apply that knowledge to make effective job assignments.
•  Clarify shipping terms unique to a location.
•  Knowledge of Hapag-Lloyd’s shipping routes, ports, equipment, rates and services.
•  Ability to use maps, atlases and other geographic reference materials to determine where nearest ports and terminals are to customers.
•  Knowledge of the best mode of transportation for ground transport between the customer and terminals.
•  Use questioning to identify specific problems and related information.
•  Logically determines the approach to solving the immediate problem.
•  Very proficient using MS Office word processing and spreadsheet software.

Working Conditions 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job the incumbent is regularly required to sit, talk and hear.  The incumbent regularly uses hands and fingers in the course of daily job duties, including the use of a personal computer. The vision requirement includes close vision. May incur mental stress due to time deadlines, pressures and demands from both internal and external sources.