Trade Lane Development Manager

1 week ago

Greenstone Park, South Africa Bidvest International Logistics Full time

**Job Purpose**:
Bidvest International Logistics is looking to appoint a Trade Lane Development Manager, specifically for our Air Freight product to be based in Greenstone, Johannesburg.

The primary function of the role is that of National & International Air Freight Product & Sales development for new and existing accounts.

The Trade Lane Development Manager - Air Freight is responsible for developing a dynamic Air Product in conjunction with our international partners, retaining and growing the National / Global Air volumes to and from South Africa. Support in maintaining internal and external client relations forms an integral part of the responsibilities of this role, by means of offering country specific Air solutions and specific solutions into/from African Countries

**Qualifications & Experience**:

- Matric (Grade 12)
- A relevant tertiary qualification would be highly advantageous.
- Minimum of 3 years in a Customer Facing Management role.
- 5+ years’ experience in the air freight forwarding industry in a forwarding position
- Previous Airline experience would be an advantage.

**Key Responsibilities**:
**_ Air Freight Development_**
- Take the lead on the Global Air Freight Product on a national and Global basis supported by BIL Global partners and ensure continuous development of the Air Freight Product.
- Formulate country and customer specific Air Freight Export/Import strategies to support the Business Development and Operational teams.
- Support in defining a dynamic and ambitious pipeline of target accounts in conjunction with the National Business Development Team, TLD’s and Global partners. Ensure close monitoring of progress and incorporating the following focus:

- IV, Customer Segmentation (SME, A, B, C)
- Identify and prioritizing accounts based on target commodities and trades.
- Exchange information on local targeted accounts with the National Business Development Team.

**_Product and Procurement/Pricing_**
- Co-ordination of the National Air Freight pricing policies, competitive MSR’s in conjunction with BIL international partners.
- Capacity planning & allocation management in conjunction with BIL international partners.
- Close co-operation with BIL International partners Air Product & Procurement Teams globally.
- Support BD & Operations to offer competitive pricing and workable solutions to clients.
- Monitor sales and pricing activities with respect to achieving sales / volume targets for new and existing clients.
- Procurement from service providers to address specific customer needs.
- Maintain good National Carrier (Air) relationships.
- Measure conformance to KPI’s of carriers and other third-party suppliers.

**_Business Development/Volume Growth_**
- Formulate customer specific Air Freight Product Strategies in conjunction with BIL International global Air counterparts at a Country level and the BD National Sales Manager, Commercial Heads.
- Providing a service to our Key Air Clients identified on the specific trade lanes.
- Attending client functions and trade events together with regular customer visits.
- To aid and support to sales, client servicing, freight estimators and operational staff in their negotiations with existing and potential clients about pricing including tenders, RFPs, and ad hoc assignments.
- Propose objectives and strategies for key trade lanes or routes.

**_Analyse Market Conditions and Trends._**
- Monitor Air volumes to and from South Africa, identify opportunities for improvement and address shortfalls.
- Research market and industry trends, conditions and provide relevant information to National Business Development and Operations Teams.
- Receive updates from service providers and ensuring distribution to relevant parties.
- Gather Market Intelligence to ensure on-going competitiveness.
- Co-ordinating the measurement of carrier performance and satisfaction by means of the Carrier Performance Survey
- Identify lost business, analyse reasons and to provide solution support.

**_External and Internal Customer Relations_**
- Identifying and targeting prospective new clients in conjunction with the National Business Development Team.
- Visiting existing clients in conjunction with National Business Development Team to identify further potential, handle complaints or concerns, or as courtesy call.
- Maintain awareness during client and supplier conversations, with regards to competitor activity, customer requirements and potential gaps in service offerings on delivery.
- Developing relationship with our Global Partners, to maintain efficient communication between Business Units globally and BIL.
- To aid and support to National Business Development Team and operations in their negotiations with existing and potential clients regarding solution support, pricing, and commitment to service levels (including input into tenders, RFQ’s and ad hoc assignments.

**_Administration Duties_**
- Preparation, processing, and post analysis of Int

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