Job Title: Senior Executive - Revenue Management Band: 2Reports to: Assistant Manager - Revenue ManagementLocation: GurgaonFunction: Commercial
The Senior Executive - Revenue Management grows volume and revenue by managing contract-pricing solutions for Strategic Accounts. He/She acts as a liaison to internal stakeholders. The position manages large-scale multi-product (Domestic Airfreight, Brokerage, and Supplier Management) pricing efforts, provides project management expertise and support to the organization, and develops the RFP/RFQ process.
JOB ROLE & RESPONSIBILITIES:
- Evaluates Price Quota Requests (PQRs) from the field for accuracy, completeness, and validity to ensure all information is provided to fulfill the pricing request.
- Reviews RFQs and pricing requests to understand customer drivers and ensure necessary information is provided for customer pricing formulation.
- Understands how bids compares to market rates and competitive situations and reviews costs associated with bid to ensure appropriate profitability guidelines.
- Evaluates competitive situations, current market conditions, and profitability of accounts to formulate sales/pricing strategies.
- Develops appropriate sales/pricing strategies to position companies effectively and appropriately in relation to the competition and marketplace while taking profitability and contribution into consideration.
- Completes ad hoc analyses for upper management to provide information on financial impacts of different pricing scenarios (e.g., impacts of competitor vs. UPS offers, impacts of weight, impacts of rate increases, etc.).
- Understand the Pricing model and cost drivers and make appropriate adjustment based on the input of operation/IE and finance after validation.
- Working on Adhoc request/pricing on daily basis and prepare the elements for Country pricing committee for appealed bids.
- Audits contracts or addendums for accuracy and completeness before they are sent to the field to ensure contract and addendums are correct and the proper discounts are offered.
- Submits completed bid acceptance checklists, bid response forms, signed copies of contracts or addendums, bid worksheets, and cost summaries to the appropriate group to begin implementation.
- Reviewing and helping in start to end process of creating a customer order in SAP with attaching correct customer approved freight in system.
- Creation of contract in system (SAP) aligned with all terms and conditioned agreed in. Mapping the requirement of contract in SAP such as Fuel surcharge, etc.
- Resolving daily requirement/query raised in SAP for Pricing, Truck and lanes.
- Resolving Old and new billing query raised through system and mail on daily basis.
- Generating Customer Revenue and profit report monthly or adhoc basis when required for review.
- Complying to Audit norms and implementation and guiding Sales team and pricing team for it while process work through system.
- Collecting, Data building and maintaining supporting documents, which would be required in audit.
- Tracks the progress of PQRs to maintain the response time goals set by the Pricing Group.
- Sends contracts to Legal for review when required to evaluate any customized contract language requested by customers.
- Provides contracts to the account Manager and Head Sales to present to customers for signing and execution. SKILLS AND KNOWLEDGE REQUIREMENTS
- Understanding of revenue management, pricing, and rate setting procedures, policies, and systems.
- Experience in managing strategic portfolio & delivered timely solutions for complex projects.
- Information Analysis & Solution Generation Knowledge.
- Negotiation skills and the ability to develop strong working relationships.
- Good listening skills and the ability to anticipate business needs.
- Knowledge of CRM software and Microsoft Office Suite.
- Customer service attitude with excellent negotiation skills.
- Solid Financial knowledge and understanding of relevant financial elements to recommend solution that support business objectives Educational Qualifications: MBA or equivalent Relevant Experience:
- Minimum 2+ years.
- Should be confident and comfortable to take up an Individual Contributors role with shared teams support.
- Sales experience
Competencies
- Achieve Result Serve and Delight your customers
- Collaborate with others
