Manager - Air Product

1 week ago

Fatih, Istanbul, Turkey Wefreight Full time

Dotted line - Global Head of Air Freight

Job Purpose:

The Product Specialist is responsible for securing competitive rates from Air carriers, supporting WeFreight's sales teams in pricing freight forwarding services. The role involves developing and managing carrier and vendor relationships, analyzing market dynamics, and ensuring timely responses to RFQs and tenders, while supporting the global Air freight strategy.

Key Responsibilities:

  1. Lead negotiations for air freight rates, block space agreements (BSAs), and contract agreements with air-lines, ensuring competitive pricing and optimal capacity for key trade lanes.
  2. Secure core and non-core carrier relationships, aligning procurement with tonnage goals and strategic objectives.
  3. Monitor airline performance, ensuring compliance with Minimum Tonnage Commitments (MTCs) and agreed terms.
  4. Support the implementation of WeFreight's air procurement strategy, optimizing for cost, tonnage targets, and market dynamics.
  5. Oversee the receipt, registration, and timely response to tenders and RFQs for air freight services, ensuring tonnage commitments are addressed.
  6. Ensure compliance with tender requirements, preparing accurate and competitive submissions in collaboration with the tender management team.
  7. Provide capacity-based market insights and value-added information to support sales and improve tender win rates.
  8. Develop and maintain an air freight pricing model aligned with market conditions and tonnage goals.
  9. Manage and update air freight tariff templates, ensuring accurate cost mapping based on volume brackets and capacity requirements.
  10. Analyse price sensitivity and profitability, recommending adjustments to meet revenue and tonnage targets.
  11. Communicate pricing adjustments to internal and external stakeholders, ensuring clarity and alignment.
  12. Collect, analyse, and distribute market intelligence, including updates on tonnage trends, rate fluctuations, airline capacity, and transit time reliability.
  13. Serve as the central point of contact for regional pricing inquiries, providing tonnage-related insights into local and global market conditions.
  14. Assess procurement performance against tonnage targets and provide feedback for strategic alignment with the global air product strategy.
  15. Develop air freight products that cater to tonnage scalability and align with global standards.
  16. Support training initiatives to ensure sales teams can accurately present air freight solutions tailored to customer tonnage requirements.
  17. Align product offerings with tonnage-driven customer requirements, ensuring competitive advantage in the marketplace.
  18. Maintain and enhance relationships with airline partners to secure capacity that supports tonnage targets and cost efficiency.
  19. Negotiate BSAs and capacity agreements for key trade lanes, focusing on tonnage allocation and rate competitiveness.
  20. Address operational challenges with carriers, ensuring timely resolution and uninterrupted tonnage flow.
  21. Streamline procurement processes, creating tonnage-specific guidelines and aligning with regional procurement strategies.
  22. Maintain data integrity within the rate and capacity management system, ensuring tonnage data accuracy and accessibility for stakeholders.
  23. Ensure adherence to compliance standards, including customs and regulatory requirements for tonnage management.
  24. Provide regular reports on tonnage performance, carrier utilization, and rate competitiveness.
  25. Monitor tonnage trends by trade lane, identifying areas for growth and addressing underutilized capacity.
  26. Communicate effectively with regional and global teams, aligning procurement goals with tonnage targets and broader business objectives.

Key Performance Indicators (KPIs):

  1. Tonnage Targets: Meet or exceed monthly and quarterly tonnage goals by trade lane and customer and achieve full utilization of allocated BSAs and capacity agreements.
  2. Rate Competitiveness: Secure competitive rates aligned with market benchmarks and tender requirements.
  3. Tender Success: Ensure accurate, timely, and competitive tender submissions with a focus on high win rates.
  4. Rate Management Accuracy: Maintain accuracy and timely updates in rate management systems.
  5. Carrier Utilization: Maintain carrier capacity utilisation rates at 90% or higher.
  6. Procurement Efficiency: Enhance rate negotiation processes, ensuring faster responses and continuous improvement whilst ensuring with Tonnage requirements.
  7. Margin Improvement: Drive margin improvements of 5-10% through effective rate negotiations and cost-saving measures.
  8. Sales Support: Ensure prompt and accurate responses to sales rate inquiries, supporting customer needs.
  9. Cross-Functional Collaboration: Maintain effective communication with stakeholders, supporting procurement strategies and improvements.

Key interactions (Internal | External)

External: Air Carriers and Vendors | Key Customers (as required) | Third-Party Logistics Providers

Internal: Global Head of Air Freight | Sales & BD | Managing Directors | Tender Management Team | Operations Team | WeFreight Branch offices

Education requirements

  1. Bachelor's degree in Supply Chain Management, Logistics, Business Administration, or related fields.
  2. Regional language based on location - (preferred)

Preferred

Experience in freight forwarding or logistics with carrier relationships or experience negotiating with carriers is an advantage.

Background and experience

  1. Minimum of 5-10 years of experience in Air freight rate procurement, carrier negotiation, or related roles in freight forwarding.
  2. In-depth knowledge of Air freight products, procurement strategies, and carrier dynamics.
  3. Strong analytical skills, with experience in pricing models, rate trends, and market intelligence.

Competencies and skills

Technical Skills:

  1. Strong knowledge of Air freight procurement, rate structures, and market trends.
  2. Proficiency in using rate management tools and software, with a focus on accuracy and efficiency.
  3. Excellent negotiation and relationship-building abilities.
  4. Strong verbal and written communication skills, with fluency in English and a local language.

Analytical Skills:

  1. Ability to analyze rate data, market trends, and tender results to drive strategic decision-making.

Problem-Solving:

  1. Proactive and adaptable, with the ability to resolve issues related to rate discrepancies and carrier negotiations.

Core Competencies:

  1. Customer Focus: Committed to meeting customer needs through competitive rate solutions.
  2. Commercial Acumen: Understands market dynamics, driving profitability through smart procurement.
  3. Analytical Thinking: Analyses trends and performance to enhance rate competitiveness.
  4. Negotiation Skills: Strong negotiator, maintaining strategic carrier partnerships.
  5. Collaboration: Works effectively with internal teams to achieve objectives.
  6. Adaptability: Responds swiftly to changing market conditions and requirements.
  7. Result Orientation: Focused on achieving targets and improving procurement performance.

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