Job Description

General Manager - Pricing Projects & International Freight Forwarding Location: Chembur, Mumbai Reports to: CEO Projects Direct Reports: 9 Team members Roles and Responsibilities: Strategic Pricing Leadership: Pricing Management: Lead pricing strategies for project shipments including special equipment, RORO, Break Bulk, Turnkey Projects, Breakbulk Cargo, Heavy Lift, and ODC Cargo. Ensure all costing is in line with service level agreements and scope of work. Provide leadership on filing free time and secure SVC/record filings to maintain cost efficiency. Vendor & Partner Relationship Management: Drive the procurement of rates for additional services such as transportation, insurance, CHA costing, inland (rail) costing, ICDs, and other vendors. Establish and maintain strong relationships with carriers for booking management, space allocation, and managing escalations. Oversee FMC Rate Filing, ACD/ENS compliance, and file NAC (Named Account Filing) for US shipments. Negotiate and manage contract rates with master carriers, including overseeing coordination with local freight forwarders, shipping lines, and overseas agents. Database and Rate Management: Lead the development of a comprehensive database including local origin charges (THC, liner local/port charges, detention, demurrage, reefer plug-in, etc.). Keep the pricing team informed of new routing changes, service launches, and rate adjustments to ensure alignment with market conditions. Oversee sourcing of rates from carriers for LCL, containers, special equipment, and Breakbulk cargo. Maintain and enhance relationships with carriers for rate negotiations and contract filings. Reporting & Business Analysis: Direct the preparation and review of Daily Sales Reports (DSR) to monitor performance and identify trends. Lead the analysis of business conversion and lost opportunities, presenting findings and insights to senior management. Conduct performance analysis of all quotes to identify areas of improvement and enhance revenue generation. Business Execution & Carrier Relations: Lead the communication of service scopes to service providers, ensuring clarity and alignment on requested pricing and options. Ensure all service selections balance client expectations with company profitability, achieving maximum utilization of the set minimum selling margin. Oversee responses to corporate customer needs, including attending monthly RFQs and tenders. Team Management & Leadership: Lead a team of 8 members, providing strategic direction, mentorship, and fostering a collaborative work environment. Set and evaluate team performance against KPIs and targets, ensuring alignment with overall business goals. Collaborate with other departments, providing leadership on pricing strategies and supporting the sales and operations teams in achieving their targets. Foster a "can-do" spirit within the team to build a solution-oriented attitude and drive high performance. Customer and Tender Management: Lead customer negotiations, representing the company in RFQs and tender meetings, ensuring win-win pricing strategies. Maintain and develop key carrier relationships, ensuring long-term partnerships and strategic alignment. Develop and present monthly KPIs to management, including but not limited to the number of quotes, success rates, and TEUs gained. Inter- & Intra-Department Collaboration: Drive collaboration between the pricing team and other departments, ensuring smooth communication, feedback, and alignment of objectives. Gather and analyze inter- and intra-department feedback, using insights to improve performance and address any operational challenges. Requirements: Experience: 12+ years in Pricing and Project Logistics, including 5+ years in a leadership role. Education: Graduate in any specialization, advanced knowledge in Project Logistics is preferred. Skills: Proven ability to lead and mentor a diverse team. Deep understanding of pricing strategies for logistics and freight forwarding. Expertise in handling global tenders and negotiations. Excellent financial acumen, analytical skills, and experience with business analysis. Strong communication skills with an ability to collaborate cross-functionally and build strategic relationships. Excellent leadership qualities with the ability to motivate and guide teams to achieve business objectives.