Job Description
The Associate Principal - South Asia, has financial, operational, development and management responsibility for Tradewin's consulting Practices with objective to grow and develop Tradewin's services within the South Asia region. To build a multi-country, regional Practice that:
provides great customer service
is profitable
provides opportunities to its staff, supported by Practice growth
ensures compliance at all levels of Tradewin's policy framework
employs and develops exceptional staff
observes, conforms and promotes Tradewin's core tenant as One-Tradewin
Business Development
- Actively develop business for the Practice through involvement in sales and retention processes, both within the Expeditors network and as a standalone consulting practice.
- Grow local market share by pursuing direct development opportunities within the local market(s).
- Build market awareness and brand recognition for Tradewin in the local market(s).
- Pursue & secure a diversified client and revenue stream from global, regional, and local engagements.
- Manage a balanced revenue portfolio across all service types (e.g., TradeDesk, Classification, Advisory, etc.).
- Promote Tradewin's credibility and value proposition.
- Conduct joint sales calls with sales and account management staff, as well as independently.
- Collaborate with other Tradewin Practice leaders to cultivate opportunities.
- Utilize Tradewin's CRM to actively manage, monitor, and grow the Practice's sales pipeline.
- Achieve other business development targets as set by the Principal, Asia Pacific.
Operations
- Design and build a regional practice that delivers best-in-class trade and regulatory consulting services.
- Maintain a broad knowledge base across all service offerings.
- Operate the region with a profitability ratio
- Monitor the utilization and realization rates of all individual practices and consultants within the region.
- Build, develop, and mentor an exceptional management team.
- Design product offerings that provide value to the local market and customer base.
- Prepare, execute, monitor, and update a periodic business plan for the region and country practices.
- Instill and foster a culture of compliance with local laws, regulations, and internal policies, including the Company's Code of Business Conduct, internal procedures, external government regulations, and customer requirements.
- Ensure that client SOPs (where applicable) are clearly understood and meticulously followed to meet expectations and KPIs.
- Implement and enforce processes/procedures through peer reviews, file audits, work product quality control, document retention, and accounts receivable management.
Finances
- Review the monthly P&L of the South Asia region and individual practices discuss findings with the Principal.
- Focus on improving cost control within the Practice.
- Ensure company credit procedures (where applicable) are followed and utilized effectively.
- Ensure all contracts, vendor, customer, or other are in accordance with company contract policies before signing.
- Ensure sales commissions are paid accurately and that the commission structure is communicated effectively.
- Meet finance-related KPI targets as set by the Principal, Asia Pacific.
People
- Identify, develop, and mentor personnel within the Practice.
- Continuously monitor the performance of personnel and departments (where applicable).
- Develop and maintain a strong internal structure to support growth.
- Conduct timely staff appraisals
- Recruit, hire, train, and mentor a great team.
- Ensure all staff and positions have job descriptions, clear expectations, and structured development plans.
- Periodically review Practice goals and business plans with staff to ensure buy-in and accountability.
- Meet company standards of 52 hours of training per year, including management and leadership training as needed.
Systems
- Support the implementation of technology solutions, including new system enhancements within your Practice.
- Actively participate in and suggest system/process improvements.
- Set the tone for a technology-forward environment within your Practice.
Culture
- Proactively promote the company's cultural attributes
- Periodically monitor customer service levels within your Practice.
- Always look over the horizon for new service offerings, changes in regulatory conditions, and potential risks to the enterprise.
General
Perform other tasks and activities as requested by the Principal, Asia Pacific.
Qualifications
- University degree in Law, Supply Chain Management, International Business, or a related field.
- Professional qualification as a Licensed Customs Broker, CPA, Lawyer, or similar (preferred).
- Minimum of 10 years of consulting and management experience.
- Strong business acumen.
- Proven leadership experience and mindset.
- Strong market and product knowledge.
- Effective interpersonal skills, including the ability to listen, comprehend, and communicate clearly and concisely to achieve favorable outcomes.
- Demonstrated negotiation skills.
- Ability to successfully drive processes, process improvements, and corporate change initiatives.
- Experienced in using CRM and accounting systems
- Proficient in PC skills, including all Microsoft Office applications. Experience with Power BI and SharePoint is preferred.
- Ability to maintain strong relationships and collaborate with all internal stakeholders.
- Familiarity with customs and trade regulations, policies, and industry requirements in the local market(s).
