Commercial Inland Steering Manager at Hapag-Lloyd AG

We are looking for a Commercial Inland Steering Manager to develop the Area Inland strategy and define the Area-level Inland ambition for the next budget year (volumes, profitability, Inland share, etc.) based on the Regional Inland target in alignment with Sales, Operations, and Trade Management and align the commercial and the operational perspective to improve the Area’s Inland ambition and result.

Your responsibilities:

• Develop the Inland pricing strategy with the goal of end-to-end Inland profitability including the evaluation of the Inland Tariff tool as well as Inland related surcharges
• Actively manage the sales funnel for Inland opportunities in own Area
• Develop campaigns and initiatives in alignment with stakeholders in order to achieve Area goals and communicates these globally and actively manage hinterland imbalances
• Identify customers with untapped Inland potential and forward those to the relevant commercial teams for action
• Collect market and competitive insights (ambitions and product developments of competitors) and compile market feedback from Area Sales to develop a market-based pricing approach and participate in Area Sales meetings
• Forecast Inland volumes based on sales and booking history to anchor target mindset.
• Take responsibility for KPI achievement and compile the monthly Inland performance report for the Area incl. respective follow-up actions
• Track progress towards the Inland strategy of the Area and define actions to ensure strategic measures are implemented
• Define countermeasures where target achievement is at risk
• Report regular performance updates to Area Sales Director and Regional Inland Centre
• Actively participate in Area Inland budget and forecasting process

Inland Product Owner:

• Gather feedback on the market (from other Area Inland functions) including potential transport solutions for different modes and include product needs in the final product offering
• Identify Inland value propositions and support Sales with tangible product information
• Act as main PoC for the Account Managers on product-related Inland questions
• Drive the identification and development of relevant Inland products and define the Inland network strategy by conducting required analysis on underserved/overserved locations, equipment levels etc
• Own the capacity demand forecasting reports and engage in active management of capacity availability and utilisation
• Analyse fixed capacity requirements based on operations and commercial data
• Support procurement on vendor negotiations and SLA definition to continuously improve and extend the vendor base
• Plan and manage strategic vendor relationships

Your profile:

• Successfully completed commercial training or comparable studies in Business, Commerce, Sales, Engineering, Logistics or similar
• Several years of professional experience in shipping, forwarding or logistics, preferably in sales or operations
• Excellent understanding of Inland transport, as well as ocean shipping markets
• Deep understanding of Inland transport performance measurement
• Well-developed analytical thinking and creative problem-solving skills with a high level of initiative, ability to work in a team and assertiveness
• Excellent understanding of Inland transport, as well as ocean shipping markets
• Deep understanding of product management responsibilities, preferably in logistics
• Strong analytical thinking and creative problem-solving skills with a high level of initiative, ability to work in a team and assertiveness
• Strong communicator with experience in management-level communications
• Deep understanding of product management responsibilities, preferably in logistics
• Strong analytical thinking and creative problem-solving skills with a high level of initiative, ability to work in a team and assertiveness
• Good understanding of Microsoft applications
• Thorough knowledge of port-based applications (Navis, ICUMMS etc.) and documentation procedures.
• Ability to work on several systems simultaneously and interpret the data

Core Competencies:

• At least 3-5 years experience in shipping/container steering
• Strategic thinker who is customer-centric
• Assertive negotiator
• Attention to detail
• Team player with a proactive attitude
• Ability to work under pressure, goal and deadline driven
• Very good written English skills (French is an added advantage)