Regional Ocean Surcharges & VAS Manager

Purpose of the role-

The Ocean Surcharge & VAS Manager plays a pivotal role in maximizing DnD & Surcharge revenue while ensuring alignment with global and regional strategy, governance, and regulatory framework. As the commercial authority on DnD & Surcharges, the ROPM is responsible for setting tariffs to drive revenue growth, approving special deals, and defining pricing strategies for VAS products in line with Ocean direction.

Beyond revenue management, the person is P&L owner accountable for strengthening Surcharge governance and D&D collections by mitigating revenue leakage by identifying process gaps, benchmarking market trends to refine processes and offerings, and maintaining rigor in waiver approvals. The role also drives the transformation agenda of the portfolio, including CXED decommissioning and replacing the same with Kronos and Athena, implementing automated freetime extension pricing using prowess, and integrating negotiations into a common journey with freight on CoPo.

Job content & execution

Individual:

• Drive GTM Strategy for DnD, Surcharges & VAS Products: Define and execute a robust go-to-market strategy to achieve revenue and penetration targets.
• Set Performance Targets & Drive Accountability: Establish clear targets for Areas, ensuring rigorous performance management, compliance, and corrective actions where needed.
• Optimize Tariffs & Revenue Management: Set market-relevant tariffs to maximize non-freigh ocean revenue while governing exception handling and discount thresholds for freetime extensions.
• Align Stakeholders & Strengthen Market Intelligence: Build deep product and market intelligence, ensuring alignment across Markets, Areas, and CEN on portfolio objectives.
• Drive Portfolio Optimization & Strategic Trade-offs: Continuously evaluate and refine processes and the portfolio, balancing global and regional strategies to maximize enterprise value.
• Lead Digital Transformation: Spearhead the regional implementation of key digital systems Kronos, Prowess, and Athena to enhance efficiency and portfolio visibility .

Management forum participation:

• Regionally lead the transformation of the portfolio with aim to solve customer problems.
• Provide insights and feedback on the global portfolio, contributing to innovation and new customer-centric solutions.
• Co-develop and spearhead the rollout of Ocean VAS products, ensuring increased market penetration.
• Engage with stakeholders across CEN, Platform, Area, and market organizations to ensure global products fit regional market dynamics while leading the development of localized solutions.

Parameters for success:

• Drive revenue from D&D, Surcharges and VAS Products as per ROFO
• Ocean NPS
• Minimizing special deals / exceptions by standardizing the portfolio and increase adoption of products such as freetime extension
• Drive Portfolio Transformation: Lead the adoption of new digital systems and solutions, including Q2N, CoPo, Athena, Kronos, and Prowess, to enhance efficiency, transparency, and customer experience.

Key interdependencies

• Internal stakeholders
• CEN BPO, FPO and PPO
• Markets
• Sales and Customer service
• Operations
• GSC
• External stakeholders
• Regulatory entities

Required skills

• Strong commercial mindset with attention to detail
• Structured and analytical thinking
• Strong communications skills and ability to manage multiple stakeholders
• Teamwork-minded and able to work with peers and virtual teams through influencing

Preferred experience

• Demonstrated strong commercial mindset
• Project Management skills
• Strong analytical and performance management skills
• Demonstrated strong stakeholder management (local and global)
• Positions dependent on achieving results through others (non-direct reports)

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