Product Specialist

Posted on: 27 February 2025

Location: Melbourne

Experience required: 5 - 15 years

Job title: Product Specialist

Grade: F

Reporting to Country MD

Job Purpose:

The Product Specialist is responsible for securing competitive rates from ocean carriers, supporting WeFreight’s sales teams in pricing freight forwarding services. The role involves developing and managing carrier and vendor relationships, analyzing market dynamics, and ensuring timely responses to RFQs and tenders, while supporting the global ocean freight strategy.

Key Responsibilities:

1. Lead negotiations for FAKs, bundled rates, and contract agreements with ocean carriers, ensuring competitive pricing.
2. Secure both core and non-core carrier relationships, establishing a strategic approach to rate procurement.
3. Monitor carrier performance, ensuring compliance with Minimum Quantity Commitments (MQCs) and agreed terms.
4. Support the implementation of WeFreight’s ocean procurement strategy, aligning it with business objectives.

Tender and RFQ Management

1. Oversee the receipt, registration, and timely response to tenders and RFQs, maintaining a comprehensive repository of submissions.
2. Ensure compliance with tender requirements, preparing clear and competitive proposals in collaboration with the tender management team.
3. Provide market insights and value-added information to support sales and improve win rates.
4. Develop and maintain a comprehensive pricing model that aligns with market conditions and business goals.
5. Manage Oceantariff templates, ensuring accuracy and timely updates.
6. Analyze price sensitivity and profitability, making recommendations for revenue adjustments and margin improvements.
7. Communicate pricing adjustments to internal and external stakeholders, ensuring transparency and clarity.
8. Collect, analyze, and distribute market intelligence to relevant teams, providing updates on rate trends, carrier behaviors, and market dynamics.
9. Act as a central point of contact for regional pricing inquiries, offering insights into local and global market conditions.
10. Provide feedback on procurement performance, identifying areas for improvement and aligning with the global product strategy.

Product Development & Management

1. Contribute to the development of ocean freight products, aligning definitions with global standards.
2. Support product training initiatives, ensuring the sales team is equipped with up-to-date knowledge.
3. Align product offerings with customer requirements, collaborating with commercial teams to ensure competitive advantage.
4. Maintain and enhance relationships with ocean carriers, driving long-term partnerships and improved procurement results.
5. Coordinate negotiations for FCL and LCL services, focusing on competitive pricing and value-added solutions.
6. Address operational issues with carriers, acting as an escalation point and ensuring timely resolution.

Process Optimization & Compliance

1. Ensure efficiency in procurement processes, supporting the creation of minimum selling rate guidelines and aligning with regional procurement strategies.
2. Maintain data integrity within the rate management system, ensuring accurate information is accessible to relevant stakeholders.
3. Provide regular reports on procurement performance, rate competitiveness, and carrier utilization.
4. Communicate effectively with regional and global teams, ensuring alignment on procurement goals and strategies.

Key Performance Indicators (KPIs):

1. Rate Competitiveness: Secure competitive rates aligned with market benchmarks and tender requirements.
2. Tender Success: Ensure accurate, timely, and competitive tender submissions with a focus on high win rates.
3. Rate Management Accuracy: Maintain accuracy and timely updates in rate management systems.
4. Carrier Utilization: Fulfil Minimum Quantity Commitments (MQCs) and strengthen key carrier relationships.
5. Procurement Efficiency: Enhance rate negotiation processes, ensuring faster responses and continuous improvements.
6. Margin Improvement: Drive margin improvements through effective rate negotiations and cost-saving measures.
7. Sales Support: Ensure prompt and accurate responses to sales rate inquiries, supporting customer needs.
8. Cross-Functional Collaboration: Maintain effective communication with stakeholders, supporting procurement strategies and improvements.

Key interactions (Internal | External)

External: Ocean Carriers and Vendors | Key Customers (as required) | Third-Party Logistics Providers

Internal: Global Head of Ocean Freight | Sales & BD | Managing Directors | Tender Management Team | Operations Team | WeFreight Branch offices

Education requirements:

Bachelor’s degree in Supply Chain Management, Logistics, Business Administration, or related fields.

Background and experience:

Experience in freight forwarding or logistics with carrier relationships or experience negotiating with carriers is an advantage.

Competencies and skills:

1. Minimum of 3-5 years of experience in ocean freight rate procurement, carrier negotiation, or related roles in freight forwarding.
2. In-depth knowledge of ocean freight products, procurement strategies, and carrier dynamics.
3. Strong analytical skills, with experience in pricing models, rate trends, and market intelligence.
4. Technical Skills: Strong knowledge of ocean freight procurement, rate structures, and market trends.
5. Proficiency in using rate management tools and software, with a focus on accuracy and efficiency.

Communication Skills:

Excellent negotiation and relationship-building abilities.

Strong verbal and written communication skills, with fluency in English and a local language.

Analytical Skills:

Ability to analyze rate data, market trends, and tender results to drive strategic decision-making.

Problem-Solving:

Proactive and adaptable, with the ability to resolve issues related to rate discrepancies and carrier negotiations.

Core Competencies:

1. Customer Focus: Committed to meeting customer needs through competitive rate solutions.
2. Commercial Acumen: Understands market dynamics, driving profitability through smart procurement.
3. Analytical Thinking: Analyzes trends and performance to enhance rate competitiveness.
4. Negotiation Skills: Strong negotiator, maintaining strategic carrier partnerships.
5. Collaboration: Works effectively with internal teams to achieve objectives.
6. Adaptability: Responds swiftly to changing market conditions and requirements.
7. Result Orientation: Focused on achieving targets and improving procurement performance.

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