Regional Head of Tbm Product Enablement

hace 4 días


Panama Apm Terminals A tiempo completo

**Purpose of the role**: To enable the LAM Transported by Maersk product organization with the necessary information and resources to grow the TbM product, improve product-market fit and improve the quality of the go-to-market strategies developed for the LAM markets. Key responsibilities: Business AnalysisAnalyseTbM business and provide management information and insights for TbM Product Management to inform decisions to improve product performance and customer satisfaction. Including, but not limited to the following: - Volume metric analysis by country, corridor, lane, or customer. Profitability and contribution margins per product and/or market. Attachment (penetration) rates per product and market.Analyse digitization adoption metrics to identify growth and improvement opportunities. Analyse product PnL for accuracy and conformity.Product EnablementCoordinate the creation and/or adoption of standard product collateral for specific markets.Coordinate with areas product teams to provide correct value preposition and pricing to the opportunities brought by commercial teams.Supporting TbM platform roll-outs and implementations in coordination with internal and external stakeholders across the TbM product families.Creating and maintaining market-specific capability sales collateral and value propositions in support of business plans.Supporting contract renewal with management information and business intelligence to aid pricing and contract negotiation decisions.

Actively lead the important RFQs for the TBM products and ensure the proposal submitted is comprehensive,competitive, and withinthe parameters set by Global/Regional product;Leading Sales calls for the promotion of TBM product capability totarget customers,leveraging their product knowledge.Support new businesspursuitvia our sales/internal stakeholders to support and increase win rations; Identify growth opportunities for actualcustomers,define, and implement plans, and follow the actions with areas.Coordinate workshops withareas toboost volumes and guarantee financial results.Accountable for: Productivity and profitability improvement Go-to-market strategies to service customers and grow business.Standardisation and adherence to OIPC across TbM products.Developing the product roadmap and business requirements, which serve as input to Platform and Delivery teams.What we are looking for: Broad experience in development and sale of logistics services: Landside, Insurance and LCL.Business analysis and data analyticsBusiness acumenCommunication skills and stakeholder managementProject managementLCL,Insurance, and transport strongBusiness knowledgeStrongcommunicationskillsFinancialand pricingacumenStrong understanding of commercial solution and sales processExcellent communication skills in English and Spanish. Portuguese skills are a plus



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