Key Tasks

• Spot Quote Performance Management (Hit Rate Focus)
• Track and analyze spot quote hit rates by country, trade lane, and customer segment
• Identify gaps between quoted vs. won business and recommend corrective pricing actions
• Monitor turnaround times and adherence to spot quote processes across countries
• Ensure consistent use of pricing tools (e.g., QuoteShop) to maintain visibility and governance

• MTS (Market Tactical Strategy) Quality & Governance
• Oversee data quality, completeness, and relevance of MTS selling rates
• Ensure MTS reflects current market conditions, cost structures, and strategic pricing positioning
• Monitor alignment between MTS, QuoteShop, and tender pricing inputs
• Identify inconsistencies between MTS rates and actual quoted/won business

• Country-Led Bids (CLB) Performance Control
• Track hit rates and performance of country-led RFQs and bids
• Analyze bid outcomes (wins/losses) to identify pricing gaps, competitiveness, and execution issues
• Provide guidance and challenge country inputs to ensure alignment with regional pricing strategy
• Support “walk-away” or approval decisions with data-driven insights

• Pricing Governance & Process Compliance
• Enforce standardized pricing processes across spot quotes, MTS usage, and RFQs
• Monitor adherence to guidelines (e.g., timely submissions, rate updates, system usage)
• Address deviations between intended pricing workflows and actual execution

• Performance Reporting & KPI Tracking
• Develop and maintain dashboards for: Spot quote hit rate, MTS adoption and quality indicators, Country bid conversion rates
• Provide regular performance updates to VP Head of Growth / HoP leadership
• Highlight trends, risks, and improvement opportunities

• Continuous Improvement & Strategic Control
• Identify structural issues impacting pricing performance (e.g., system gaps, process inefficiencies)
• Propose enhancements to pricing tools, workflows, and governance models
• Drive initiatives to improve: Pricing discipline, Data visibility, Automation and reporting accuracy
• Support cross-functional alignment across Pricing, ACCs, Sales, and Operations

Qualifications & Key Requirements

• Degree / MBA / Advanced Degree preferred
• More than 5 years related experience and knowledge of the Air Freight forwarding business and carrier/supplier landscape
• Proven track record in people management role (leadership, motivation and people skills)
• Demonstrates strong communication capabilities
• Excellent negotiation skills
• Strong problem-solving mentality
• Strong ability to understand, calculate and persuasively present pricing techniques and analytics
• Fluent in English (written and spoken)