Supply Chain Development Regional Manager – APA

Job Description

The Supply Chain Development Regional Manager is part of Maersk’s Global Supply Chain Development (SCD) function within Maersk Sales & Marketing. The role reports into one of the regional heads of SCD and is a key contributor towards logistics solution sales wins for Maersk’s largest customers i.e. Key Clients, Strategic Clients and Enterprise Clients.

The role will involve working closely with account managers for the respective customers to identify, qualify and pitch compelling value propositions to new and existing logistics customers. Through high impact customer engagement, thought leadership and in-depth understanding of logistics industry and Maersk services, the supply chain development regional manager creates customized and innovative supply chain solutions for Maersk’s customers. The role will be customer facing and will involve working with commercial pursuit teams for nominated customers – part of the SCD portfolio of customers. The role will also contribute to the continued improvement and innovation in the Supply Chain Development team and the larger commercial organization and thereby be recognized globally as a thought leader.

Key accountabilities and responsibilities

Focus and grow: Grow Supply Chain solution sales for specific Maersk customer segments:

• Focus on Supply Chain solution sales (consultative sales) with prioritized customers (SCD portfolio) by identifying and qualifying opportunities with them (through direct customer engagements)

• Focus on growth, mainly through new store sales / acquisition sales. Engaging on select strategically important renewal opportunities.

• Work on active opportunities (business development) as well as engage with customers to open up new opportunities in the future (account development).

• Lead the identification of customer’s Supply Chain needs/ pain points and develop tailored Maersk value proposition to fit customer needs – as per the assignment from Supply Chain Development Leadership team Engage: Internal and external stakeholders to enable wins in key commercial opportunities

· Engage effectively with internal stakeholders in respective region (customer account managers, sales leaders, product managers) for SCD to be effective in identifying and winning opportunities

· Enable SCD to be a differentiator for Maersk through high-value engagements Enable: Development of team capabilities, toolkits and culture to setup a scalable model for the future · Contribute to repeatable frameworks for supply chain solution selling and supporting analyses

· Contribute to a global team culture of Thought Leadership, Collaboration & Best practice sharing · Support SCD leadership team in key priority tasks concerning SCD team

Decision Making roles

Owner of Supply Chain Development aspects for assigned customer opportunity · Owner of specific capability development workstreams as assigned by Supply Chain Development Leadership team

Primary stakeholders (key interdependencies)

· Supply Chain Development leadership team and broader team

· Account managers for assigned customer opportunities

· Other commercial functions (sales leaders, product managers)

· Customer Supply Chain or Logistic department head and team

· Other stakeholders can include customer finance, inventory and other stakeholders.

Required experience & skills

· 10+ years’ experience in supply chain management and logistics preferably within a 3PL, logistics consulting firm and/or global corporation

· Consultative sales experience in logistics demonstrating customer-centric mindset in direct customer engagements

· Excellent understanding of logistics solutions and operations covering all modes of international transportation, warehousing and distribution, e-commerce, 4PL solutions.

· Subject matter expertise in supply chains of either one or more major industry verticals like retail, lifestyle / fashion, technology, FMCG, Chemicals or Automotive is highly desirable

· Competent in creating written business case recommendations, encompassing financial, service, risk, and sustainability factors

· Innovative and creative thinker, with strong problem-solving skills and comfort with managing uncertainties

· Expertise in supply chain modelling and analysis, with good knowledge of supply chain optimization methodologies and tools

· Proficient in stakeholder management with proven capability to build strong networks and influence decision makers in a matrix organization structure

· Ability to manage cross-functional and remote project teams with well-developed capabilities in project management

· Resilient to change and comfortable with fast shifting priorities, workload and responsibilities · Self-starter, self-motivator, comfortable with high level of autonomy, while also a team player

· Excellent communication skills both written and oral. Competent and confident public speaker · Bachelor’s Degree in business, supply chain, or a similar discipline is required

· Master’s Degree in Supply Chain Management & Logistics or MBA is highly desirable

· Fluency in spoken and written English, and local language required. Multilingual (Spanish and Portuguese) is highly desirable.

Parameters for Success(key measures)

· Higher win rate for new and additional business in SCD supported accounts vs Accounts without SCD support

· Total customer opportunities won (with own involvement) measured by Annual Revenue (in USD) · Projects executed to add new business opportunities to Supply Chain Development pipeline

· Agreeing on SCD offerings with customers in the SCD portfolio

· Development of customer case studies and contribution to SCD team and capability development

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.
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