Global Head of OCFO Commercial (Own Controlled Flight Organization) - Raunheim, Germany

Are you ready to take the lead in a dynamic, global environment? Maersk is seeking a visionary Global Head of OCFO Commercial to drive the growth and commercial success of our Owned Controlled Flight Organization (OCFO).

In this high-impact role, you will be at the forefront of defining our commercial strategy, optimizing sales channels, and building strong relationships with customers and partners. This is a unique opportunity to shape the future of our air cargo division and lead a team to achieve ambitious business goals.

Key Responsibilities

As the Global Head of OCFO Commercial, your responsibilities will include:

Commercial Strategy and Growth

• Drive Commercial Delivery: Own and manage the Profit and Loss (P&L) performance for the global OCFO product family, ensuring that all Key Performance Indicators (KPIs) are met or exceeded.
• Develop Growth Strategies: Create and implement commercial strategies aligned with Maersk's overall business objectives, focusing on market expansion and increased profitability.
• Market Research: Conduct in-depth market research and analysis to identify new business opportunities and areas for expansion, both geographically and in terms of service offerings.

Sales Leadership and Channel Development

• Maximize Sales Across Channels: Oversee sales activities on a Block Space Agreement (BSA) level, targeting non-Maersk Beneficial Cargo Owner (BCO) customers such as Freight Forwarders, Postal Agents, and others to ensure full capacity utilization.
• Sales Agent Management: Develop and maintain strong relationships with General Sales Agents (GSAs), end customers, and alternative sales channels to drive revenue growth.
• New Business Acquisition: Actively seek out new customer opportunities, pitching OCFO's capabilities and ensuring that our offerings meet the needs of various customer segments.

Customer Solutions and Market Adaptation

• Solution Design: Lead the development of customized solutions for clients, leveraging OCFO's global network to meet specific customer needs.
• Existing Customer Success: Maintain a deep understanding of existing customer requirements, ensuring high levels of satisfaction and retention through proactive service and support.
• Pricing Strategy: Collaborate with the Network and Revenue Management teams to develop product-specific and route-specific pricing strategies that maximize profitability and market competitiveness.

Strategic Partnerships and Interline Agreements

• Interline Agreements: Guide the creation and negotiation of interline agreements with Other Airline (OAL) partners, focusing on optimizing commercial terms and expanding network reach.
• Build Key Partnerships: Establish and nurture strategic relationships with key stakeholders, including GSAs, interline partners, and other industry players, to enhance Maersk's market position.

Performance Monitoring and Reporting

• Performance Analysis: Monitor the performance of commercial activities using key metrics, providing regular performance reports and insights to senior management.
• Financial Target Setting: Assist in setting ambitious financial targets and develop budgets, continuously tracking performance against these targets to ensure successful delivery.
• Continuous Improvement: Implement feedback loops and performance reviews to drive continuous improvement in commercial operations, sales processes, and customer service.

What We’re Looking For

• Proven Experience: Gained in a commercial leadership role within the air cargo, logistics, or freight forwarding industry.
• Strategic Mindset: Strong strategic thinking skills with a demonstrated ability to drive commercial growth and profitability in a competitive market.
• Sales Expertise: Deep understanding of sales processes, pricing strategies, and customer acquisition, with a proven track record of achieving sales targets.
• Strong Network: Extensive industry network, with established relationships among freight forwarders, GSAs, and other key stakeholders.
• Leadership Skills: Exceptional leadership abilities, capable of guiding and developing diverse teams to achieve high performance.
• Analytical Abilities: Excellent analytical skills with the ability to interpret market data and performance metrics to make data-driven decisions.

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Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law. We will consider qualified applicants with criminal histories in a manner consistent with all legal requirements.


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