Global Head of OCFO Commercial (Own Controlled Flight Organization)

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.

#J-18808-Ljbffr