Role Purpose
The Market Manager owns the end-to-end go-to-market strategy for their assigned market, with accountability for pricing policy, customer segmentation, and commercial performance. The role partners closely with Sales, Trade, Network, and Operations stakeholders to translate market insight into disciplined pricing and growth actions that deliver and exceed volume, revenue, and contribution targets.
Role Accountabilities
Business/Revenue Targets
- Be a market expert (commercial managers are the customer interface)
- Ensure speed to market for commercial
- Cargo contribution budget for assigned sectors
- Achieving market share objectives and partnering with other departments to support growth opportunities
- Drive alignment of short-term pricing and sales strategies with commercial
- Drive strategic customer focus and execution (in partnership with sales)
- Set Port Pair / Equipment type level hurdle rates for commercial
- Set and monitor discount from tariff levels
- Set and manage cargo mix from all commercial regions in conjunction with Capacity and Deputy line managers
- Facilitate non-standard quotation requests
- In conjunction with Head of Detention implement and support expanded detention collection within the Pacific Islands region.
Reporting
- Prepare annual budgets, quarterly forecasts, and monthly accounts for cargo contribution across sectors
- Analyse trends, market profile and competition changes.
- Prepare and lead quarterly business reviews with input from key stakeholders
- Ensure proper compliance with all regulatory requirements
People Management
- Work with internal colleagues and peers to lift organisation's knowledge of the market (trends,competition, customer understanding) and to bring innovations to the market.
- Lead employees to meet the organisation's expectations for productivity, quality, and goal accomplishment.
- Provide oversight and direction to the employees in the team in accordance with the organisation's policies and procedures.
- Plan staffing levels and work with Human Resources to recruit, interview, select, hire, and employ the right people within budgetary guidelines.
- Coach, mentor and develop staff, including overseeing new employee onboarding and providing career development planning and opportunities.
- Consciously create an engaging workplace culture that emphasizes the identified mission, vision, guiding principles, and values of the organisation.
- Lead employees using a performance management and development process including goal setting, feedback, and performance development planning.
- Empower employees to take responsibility for their jobs and goals. Delegate responsibility, drive accountability and provide regular feedback for continuous improvement.
- Manage and maintain effective employee work schedules including assignments, job rotation, training, vacations and paid time off, cover for absenteeism, and overtime scheduling.
- Maintain two-way transparent communication. Appropriately communicate organization information through department meetings, one-on-one meetings, and appropriate email, IM, and regular interpersonal communication.
- Deliver key people related activities in conjunction with HR that will lead to the enhanced engagement and retention of team members.
Key Qualifications & Skills
Qualifications
- Bachelor of Commerce
- At least 10 years experience related to Liner-trade pricing and/or trade management
Technical Skills
- Shipping experience with a proven business, pricing, trade and marketing focus.
- A solid understanding of the financial drivers to the business and customers
- Financial acumen: ability to prepare and analyse financial data in support of business initiatives, and make sound financial decisions
- Highly developed communication, presentation and negotiation skills.
- Demonstrated commitment to exceptional customer service.
- Knowledge of general macro economic principles and international trade
- Knowledge and exposure to long haul trades (such as Trans Pacific, Trans Atlantic, Asia Europe) is a plus
- Champion of efficiency and change in ways of working.
Professional Skills
- Proven problem solving skill, with ability to communicate with all department styles.
- Customer-centricity: Dedicated to meeting the expectations and requirements of internal and external customers by providing improvements in products and services. Talks and acts with customers in mind. Builds a high level of customer orientation throughout the organisation.
- Ownership and accountability: Take responsibility for individual and team output and results
- Collaboration: work effectively with internal and external stakeholders seek and provide help tocolleagues
- Demonstrated ability to proactively strategise and plan effectively, and deliver outcomes in a competitive business environment.
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Swire Shipping is committed to ensuring equal equitable access and participation for persons who experience disability. SSL is committed to treating persons with disability in a way that allows them to maintain their dignity and independence. Reasonable adjustments can be made upon request based on understanding of those accommodations.
Across Swire Shipping, we seek to create a supportive and inclusive environment that embraces individuality and recognise the benefits that these differences make. We do this by ensuring that all individuals are treated with respect and understanding and actively promote Equal Employment Opportunity (EEO) and do not tolerate discrimination, harassment, bullying, retaliation or intimidation of any kind. We are committed to driving the strategy, policies and accountability to build and sustain a diverse global workforce, through equitable processes and systems where everyone can contribute their very best.
