Route Development Manager

ABOUT AIR FREIGHT OPERATIONS

The Air Freight Operations team plays a pivotal role in managing the import and export of goods by air. Their primary objective is to create and maintain efficient processes, guaranteeing the seamless movement of goods by collaborating with Airline partners, Procurement and capacity management, network offices, vendors, and customs brokers, ultimately contributing to profitability.

JOB SUMMARY

The Route Development Manager holds overall responsibility for several key aspects within their assigned trade. This includes generating high-profile leads, conducting overseas consignee selling trips, and personally leading the conversion of high-value targets (hunt). Individuals are tasked with managing high-value key accounts specific to their trade, not including those with cargo across multiple trades. Additionally, they play a crucial role in steering solutions and pricing levels for their trade, both domestically and internationally, working closely with the field sales team. Additionally, they analyze market trends within their trade and provides feedback to the Procurement & Capacity Management Team (PCM) along with reviewing MTS pricing levels for FAK cargo and collaborate with the PCM Team to align with carriers and regional teams. Furthermore, ensuring a proactive approach to business development and client management.

KEY RESPONSIBILITIES

Operational Excellence

• Generate high-profile leads within the assigned trade, focusing on strategic opportunities.
• Conduct overseas trips to engage and convert potential consignees, expanding market reach.
• Personally lead the conversion efforts for high-value targets, employing a proactive approach.
• Take ownership of key accounts specific to the trade, ensuring personalized attention and tailored solutions.
• Guide the development and pricing of solutions to be sold by field sales teams, ensuring alignment with market demands.
• Conduct in-depth market analysis within the assigned trade, providing valuable insights to the Procurement & Capacity Management Team (PCM).
• Review MTS (Multi-Tier System) pricing levels for FAK (Freight All Kinds) cargo, offering feedback to the PCM Team for further alignment with carriers and regional teams.
• Personally develop innovative solutions for high-value targets within the trade, driving continuous improvement and competitiveness.

Stakeholder Management

• Act as a subject matter expert in a specific ocean trade or combination of trades within a country/sub-region or region, such as India-North America, from a CT (Customer-to-Customer) perspective.
• Demonstrate a deep understanding of the market landscape, available services, carrier developments, and their implications.
• Analyze the trade from an industry vertical viewpoint, particularly focusing on sectors like the Automotive Cluster DTW.
• Evaluate competitor solutions and behaviors to inform strategic decisions.
• Develop expertise in the trade lane dynamics and market trends.
• Utilize in-depth knowledge of DGF's service offerings (Unique Selling Points - USPs) for the trade lane and overall, acting as a "spin doctor" to promote new solutions.
• Understand the business profiles of key customers on the trade lane, maintaining personal contact with them.
• Drive business development initiatives for High-Value Targets, including supporting RFQs (Request for Quotation) with strategic significance for the trade lane.
• Serve as a farmer for High-Value customers on the trade, nurturing and maintaining relationships to ensure continued business growth.

COMPETENCIES

Functional Competencies

• Trade Lane Expertise: In-depth knowledge of trade lanes, including industry verticals and regional nuances with an understanding of DGF’s unique service offerings for competitive advantage.
• Business Development: Skilled in generating high-profile leads and converting high-value targets.
• Customer Relationship Management: Ability to maintain personal contact with key customers and understand their business profiles and needs.
• Solution Development and Pricing: Capability to develop innovative solutions tailored to customer needs and market demands.

Behavioral Competencies

• Strategic Thinking: Ability to think strategically and develop long-term plans that align with business objectives.
• Customer-Centric Approach: Commitment to understanding and meeting the needs of customers by delivering exceptional service and building customer loyalty.
• Agility: Ability to adapt quickly to changing operational needs and environments.
• Continuous Learning: Willingness to learn and improve skills to enhance performance.
• Attention to Detail: Consistently maintaining accuracy and precision in tasks.
• Quality Orientation: Commitment to delivering high-quality results and services.

WHO CAN APPLY?

Must Have

• 7-10 years of experience in the Shipping & Logistics Industry
• Bachelor’s Degree is required.

• High profile product knowledge with operational background, strong commercial mind-set.
• Proven track record on ocean freight solutions, Product, Operations, and pricing
• Experience in developing and executing strategic and tactical plans, in a large and dynamic environment.

Preferred

• MBA or Equivalent degree from a reputed Institute is preferred.