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1) The LINE MANAGEMENT, the "line of BOSSES and GENERALISTS",
mainly in charge of HR, finance and accounting, rental and investments, sales and marketing, coordination of competences, legal representation and compliance to internal and external regulations, training and quality.
In their OVERALL personnel and results (net return and quantity growth) responsibility they ensure THAT things are happening in the right and long term successful way.
2) The PRODUCT MANAGEMENT, the functional line of "SPECIALISTS AND EXPERTS",
The spearheads of our commercial development, product definition and technical know-how within their fields and in combination of their fields with other fields (eg. sea + warehousing + distribution + P/O-management).
Through Route Management, Trade Lane Management, KAS, Vertical
Heads and Marketing, the product management is building bridges to our and our partners' business and sales organizations.
In their special field of responsibility they ensure WHICH Market Segment, VERTICAL MARKETS (centrally managed, where we add special functions and competences to big markets) and SMALL NICHE MARKETS (decentral competence center) shall be handled "HOW".
The product managers of all our countries (NPMs) form a network which carries the day-to-day business within the legal and corporate rules, directives and regulations set forth by the company.
The NPMs (National Product Managers) report functionally to the CPM and disciplinary to the Line Manager.
Product Development: (50% of time)
- Support X-sales and lead KAS (key account sales) within the Product
Management to drive
business development and to obtain valuable
input about the demand of large customers for our product development.
- Create, define, launch and control performance and profitable and
future orientated product solutions supporting our goal of PROFITABLE GROWTH by involving customers, carriers, agents and partners based on our main differentiator: "BE THE INDUSTRY LEADING INFORMATION PROVIDER".
- Develop our VERTICAL MARKETS: FOODSTUFF, REEFER +
TEMPERATURE CONTROLLED, FASHION + LIFESTYLE, PHARMA and coordinate the know-how in the countries organization of the SMALL NICHE MARKETS.
- Put a focus on core trade development to ensure sustainable business cooperation with dedicated TLMs.
- Organize lean product launches within cargo-partner and externally via the support of Corporate Marketing.
- Define clear HUB operational setups, routings and pricing.
- Ensure business intelligence is performed and shared with Line
Management and Sales world wide.
- Lead the innovation process in terms of information solutions and
customer feedback out of business review meetings.
- Main KPIs are: JF/FTE, TEU (FCL) + CBM (LCL), Costs/JF, NET
RETURN. Success ratio of our quotations.
Procurement/ Pricing: (20% of time)
- Local responsibility for PROCUREMENT
- Meeting with core/ preferred carriers min. 2 times per year
- Ensure 80% of our business is booked with core/ preferred carriers
- Ensure 80% of our business is booked via e-booking
- Annually review of Local Charges together with CPM and GND /TLM
- Enforce DIRECT PROCUREMENT (cut out the middleman)
Product Management: (20% of time)
- Ensure all sales are provided with the right product targets and a
competitive pricing to avoid the risk of a TOTAL COST TRAP
- Pre-filter and coordinate global tender inquiries in alignment with our
KAS targets and final coordination with HQ.
- Ensure retention activities with our TOP accounts.
- Coordinate biggest business opportunities and overview of the most
complex businesses like project business such as : NAK agreements
project business with CPM
- Ensuring up-to-date product knowledge among Operational heads in cooperation with TQM
- Ensure product know-how is relayed to all staff
- Coordinate annual budget and target setting process with support of the MD and Sales
Control (10% of time)
- Quarterly: black routings, Core and Preferred Carrier assessments
- Monthly: Loss Making and low performing Branches, "quote log" down to quotation level
Build strong interfaces with:
- Sales Heads, Branch Management, MD, National controlling, RM & TLM, Vertical Market Leader, overseas NPMs
Reporting
- Quarterly written report about situation in respective area of
responsibility to be handed over to CPM two working days after Bordero Closing. Incl. the self assessment sheet.