Head of Asia Commercial Desk

ANL is an expert container shipping company to and from Australia, New Zealand and Oceania. As a wholly owned subsidiary of CMA CGM, ANL offers its own services and serves the rest of the world in partnership with the Group. ANL has a branch network in South East Asia, China and Oceania and offers bespoke services through ANL Logistics and ANL Container Hire & Sales in Australia and Papua New Guinea.

Summary

Reporting to the Vice President of ANL Lines, the Head of Asia Commercial Desk will define the ANL NVO commercial development strategy (tender, pricing, mix) for ANL Asia Trades to support Line Management & Group objectives and ultimately improve customer satisfaction. In addition, the incumbent will be responsible for ANL performance on the Spot On product ex Asia, supervising Asia-controlled tenders (from the tender strategy preparation to the contract finalization & management) in respect with the Group commercial policy and in coordination with Head of Oceania Commercial Desk.

Responsibilities

Account management    

• Lead the development of the yearly target per account, in line with the budget and customer rating, and the cargo mix strategy with the support of Heads of Lines, Senior Line Manager, Commercial Line Managers, Regional Offices and Sales agency.
• Accountable to retain existing customers and enhance customer portfolio by anticipating market trends, customer expectations and new requirements
• Responsible to drive the development of the Lines Key Account team to be recognized as entry point for account performance monitoring, pricing, and customer related issue and/or new request
• Co-ordination of collecting information regarding the Group’s best practises, market information, and customer care support

Customer performance monitoring    

• Responsible for setting up regular QBR / MBR to review the customer performance on ANL trades, identify shortfalls, and implement corrective measures with the support of the Line Manger, Regional Offices and Sales agency
•  Responsible to provide regular reporting and communication to the Line Management such as customer performance follow up, pricing policy and allocation (CSA) adjustment, customer meeting requests

Tender management    

• Accountable for ANL tenders’ compliance and process through end-to-end coordination (bid preparation, proposal evaluation, negotiation, contract award, performance monitoring) and control
• Develop coordination within the Group to ensure best collaborative response to customer, and Group tender tool & process adoption within ANL

Line Management

• Participate in internal committees to represent Liner Department in key areas of Business Solutions / I.T. and ensure outcomes produced fully satisfy Liner requirements

Line Commercial

• Accountable for customer presentation and ad hoc customer escalation redirection (dispute, booking failure/release, etc)
• Drive high level discussion with key Line customers (annual budget, LTA, VID, etc) with the support of the Line Management team

External Relationships    

• Maintain and foster a network of relationships with major ANL customers in Asia, service providers and senior management within a wide range of international shipping companies
• Maintain professional contacts with other organisations and industry research bodies to remain informed and abreast of new developments

Team performance Management    

• In conjunction with the Vice President ANL Lines (VP), establish KPI’s for the functional units
• Evaluate and monitor the performance of staff against pre-determined performance standards
• Ensure that direct subordinate staff are appropriately skilled to perform the tasks required and recommend appropriate training and development
• Ensure that Position Descriptions are signed and available and maintained within the H.R. Department for all subordinate staff positions
• Undertake human resource administration activities including staff leave administration and recruitment and selection of staff
• Identify departmental resource requirements both human and physical and submit them for approval
•  Provide management direction, leadership and motivation to management teams across the functions
•  Chair weekly meetings with all Direct and Indirect Reports, ensuring that minutes and action items are documented. Provide management direction on Account management, Customer performance monitoring, Tender management, Line Management and Line Commercial matters

Occupational, Health, Safety and Rehabilitation (OH&S) 

• Set goals and objectives and monitor key performance indicators regarding OH&S performance
• Ensure safety is seen as the number one priority for the business
• Allocate responsibility for OH&S through the strategic development plan
• Ensure all milestones and targets are completed in the strategic action plan
• Actively promote occupational, health, safety and rehabilitation
• Communicating goals and objectives to all managers and supervisors

Requirements

• Master’s in business or marketing.
• 10 years’ experience in commercial / trade role in the shipping industry
• Sound knowledge of the Oceania markets and ANL customers
• The ability to influence, defend, negotiate and broker highly complex issues in a range of forums in Australia and internationally
• Demonstrated skills in managing people to achieve results     
• Well-developed communication skills both written and oral
•  The ability to foster and grow both personal and business relationships across a diverse range of nationalities
•  Ability to manage teams in remote locations
• Well-developed analytical and conceptualised skills including a high level of numeracy
• Negotiation skills, analytical skills and the ability to think strategically
• Commercial customer-oriented approach
• Proven ability in a senior leadership role
• Lateral and innovative thinker

**This role is opened for local employment only.
 
**Salary package (local) & job title shall commensurate with experience.
**Kindly note that only short-listed applicants will be contacted.
 
** By applying for this role, you hereby consent to the CMA CGM Group collecting, processing and using any personal information you submit, for the following purposes: 
(i)   To process the application for the role being applied for; 
(ii)  To process the application for other open positions within the CMA CGM Group which may be suitable to you;  
(iii) To conduct necessary reference checks; and  
(iv) Any other purpose related to one or more of the above.
You further consent to the CMA CGM Group retaining such personal information for a period of two years following your submission thereof, so that we may consider you for other open positions within the CMA CGM Group which may be suitable to you in the event that you are not selected for this role. 
 
NOTICE TO THIRD PARTY AGENCIES:  Please note that CMA CGM Group does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, CMA CGM Group will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, CMA CGM Group explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of CMA CGM Group.

ANL Container Line Pty Ltd is part of the successful CMA CGM Group.