- Ensure compliance with DP World Global policies and procedures.
- Ensure a Contract template standardization (Priority: DPW Boilerplate or Global TSAs).
- Ensure a General Terms and conditions template standardization and referred in all BU web sites/Quotation/invoice.
- Responsible for contracts matters with HO and CPPs (focal point), including best practice adoption.
- Sign-off rebates, waivers, extended credit period or contract terms that deviate from the contract boilerplate (consult BU/ARO/HOs CFO and Legal when appropriate) according to regional commercial policy.
- Ensure contract negotiations and contract renewals take place in a timely manner and maintain an updated system (CSM or CRM) for keeping track of upcoming contract validities and expirations.
- Maintain a carrier visit repository in digital form (CRM) and coordinate commercial visits to Liner customers with Business Units to ensure efficiency.
- Engage and lead in the negotiation strategy in conjunction with the BUs. For example, by building a negotiation pack using data and market intelligence to ensure we have a strong position in the negotiation (Supported by ARO Marketing team).
- Engage and lead contract negotiations with T1 customers regarding price, service and contractual terms, in close coordination with the Business Units when required -specifically, when there are cross-business unit or cross-regional implications. Notwithstanding, contract negotiation and the setting of tariffs will continue to be the responsibility of the respective Business Unit or Regional Office as appropriate/defined in the regional commercial authority matrix.
- Support Operations department during the process of agreeing and managing SLA's with customers. (Operations to lead SLA process, commercial to support)
- Assist Business Units, when required, with the negotiation and contract management of non-Liner, high level regional BCO customers.
- Liner rate sheet standardization
- Pricing, Process, and Best Practices Standardization
- General public tariff standardization (adapted to regulatory limits)
- Ensure that General Terms and conditions are updated and referred in any service/invoice.
- Ensure processes are in place to control/monitor Credit and special conditions/rebates.
- Optimize current revenue streams, ensuring best practice sharing and coordination across the region and with HO.
- Identify new revenue streams and diversification opportunities, and implement new tariff ideas within Business Units
- Responsible/focal point for pricing matters with HO
- Support the CPPs (Carrier Point Persons) in managing the client and BUs relationships at a senior level
- Support Business Unit CEOs and Commercial Heads to pursue new opportunities and develop sustainable relationships with customers.
- Support Business Development on projects related to acquisition, merger, commercial intelligence etc.
- Identify and action possible regional (multi-market) synergies with customers, potential partners, or stakeholders
- Build upon the strength of DP World's Value Proposition to its customers and stakeholders
- Contribute briefing notes for Senior Management/Executive Sponsors for customer/client meetings, as when required
- Participate and influence decision making where it could impact business plans.
- Extensive experience in contract management and negotiation, preferably within the shipping or port industry.
- Familiar with shipping and/or port industry dynamics.
- Capable of understanding the economic consequences of pricing and contract terms decisions.
- Fluent in English and Spanish.
- University graduate with a business-relevant degree. (An MBA or specialization diploma will be an advantage)
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Director, Pricing - Charlotte, United States - DP World
Description
Job Description
Are you a strategic thinker with a knack for negotiating and optimizing revenue streams? We are seeking an accomplished Director of Pricing and Contract Management to lead our regional pricing strategy and contract negotiations.
As a key member of our team, you will play a pivotal role in establishing standardized pricing guidelines, negotiating contracts with liner customers, and driving revenue optimization initiatives across the region.
JOB PURPOSE
Establish and monitor minimum pricing guidelines; standardization of contract terms and rate sheet items across the region. Lead contract negotiation process with liner customers supporting BU's, in a structured way. Manage contract renewals, addenda, etc. and maintain a contract depository for audit purposes and management control. Ensure head office guidelines are followed in all contracts.
KEY ACCOUNTABILITIES
Contract Negotiation
Pricing
General Supporting Functions
People Development:
Develop a strong commercial talent pipeline in the region. Identify commercial talents within/outside the organization. Contribute with Commercial Academy, or similar, as required.
Support budget process:
contribute with guidance to BUs general commercial budget
QUALIFICATIONS, EXPERIENCE AND SKILLS
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