Regional Commercial Planning Manager

Job Description : Regional Commercial Planning Manager (Pricing & Contracts) DP WORLD Job Purpose: The Regional Commercial Planning Manager (Pricing and Contracts) plays a critical role in transforming the behaviors and practices of the Regional Commercial Team by equipping them with the right information and tools across the sales cycle to add value in every customer interaction. The Regional Commercial Planning manager helps increase sales’ capabilities, oversee and improve the customer experience element driving best practice. Providing market insights to the commercial team to help them deliver on their objectives The Regional Commercial Planning Manager will participate on and assist Deal Teams in shaping and quantifying the customer value proposition and pricing strategy to secure business opportunities from carrier customers (and end users where applicable). The Regional Commercial Planning Manager will responsible for account relationship by coordinating and planning engagement calls and build a robust and long-term partnership with customers. The Regional Commercial Planning Manager shall also ensure all customer relationships are backed by robust contracts and ensure strong contract management across the MEA region. Key Accountabilities: Formulate offers & agreements · Project manage cross-functional “Deal Teams” (with KCDs and Terminals) to deliver key deals · Drive and war game within deal teams to counter procurement tactics of customers · Draft formal agreements (customer or port tariff) to maximize commercial value and comply with company standards · Draft customer offers to ensure clarity and clear link to eventual formal agreement · Draft and ensure SLAs are properly coordinated, written, and agreed with the Terminals. · Ensure proper review of key issues with Legal Department Manage contracts · Develop, implement, and maintain agreed tools for Deal Team to manage the contracting process · Ensure agreements are properly understood and implemented at the terminals · Execute a contracting follow-up process; reviewing actual delivery of commitments by each party Analyze pricing · Perform pricing & revenue analytics: ensure proper process in place with terminals to capture required activity levels and other billing data required for simulation Commercial Initiatives and Strategies · Help in the development of all terminal commercial strategies for MEA portfolio, inclusive, but limited to: · 5 year volume and rate forecasting · Current supply & demand fundamentals, inclusive of market developments (announced and rumoured) such as expansions, capability upgrades, terminal ownership changes, network deployments and proformas, etc. · Key commercial initiatives in each location such as new product development, tariff strategies, strategic end user initiatives, etc. · Key action items, deadlines, and responsibilities · Obtain key market intelligence in accordance with all competition laws. Utilize varied sources, inclusive of industry contacts, trade publications, port authorities, and local experts Performance Management · Responsible for the analysis and interpretation of financial information related to revenue and volumes · Delivers commercial input in accordance with performance management calendar to monthly performance calls and quarterly business reviews · Organize and collaborate to deliver aligned commercial assumptions for annual budget plan Relationship Management · Ensure customer retention and customer feedback to improve the overall customer experience · Responsible for account relationship by coordinating and planning engagement calls with strong focus on contract management · Build a robust and long-term partnership with customers Qualifications, Experience, and Skills: · Minimum 10 years’ experience in senior commercial/procurement /stakeholder engagement role; · Experience working commercial teams, preferably within a corporate environment. · Experience of managing change. · Previous contracting experience and container shipping (specifically Marine Terminal Operations/Procurement) experience highly preferred. · Excellent impact and influencing skills, able to inspire enthusiasm · Understanding of using insights to shape strategic and operational plans; · Able to work strategically without close supervision whilst being a key and supportive member of the Regional Commercial Team; Be a unique voice willing to challenge the status quo; · Able to manage a heavy work programme, work to set priorities and achieve against targets; · Excellent stakeholder management skills with demonstrable ability in managing and motivating a team, as well as being independent and able to take responsibility for own planning / prioritisation · An analytical, numerate and disciplined thinker who has the ability to think complex issues through and produce commercially sound judgments; · Ease of learning and adaptation: has the ability to change fast; · Have the urge to question and discover alternatives to pre-existing paradigms; · Strong ability to think strategically and in solving complex business problems · Strong stakeholder management skills and ability to inspire and motivate others · Team-player with strong interpersonal skills. · Ability to thrive in a fast-paced, unpredictable environment and you are a creative and strategic thinker. · A result-orientated, enthusiastic approach and empathic with the sales team. · Ability to positively receive feedback and incorporate into future projects. · Excellent project management skills – ability to multi-task, excellent time management, organisation and prioritisation skills with ability to manage and meet tight deadlines. · Excellent analytical and problem-solving skills; ability to think critically and attention to detail is necessary

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