Pech Sreynheb

Strategy & Steering

· Hold full product P&L responsibility of respective geography

· Define AF strategy and ensure locally adapted but consistent AF strategy definition and execution on lower organizational levels

· Provide binding standards and guidelines for HWL's AF business activities (e.g. product design and development, pricing, target customer segments/markets/trade lanes, monitoring instruments and KPIs, SOPs – based on precepts from above level) and ensure execution on lower organizational levels

· Develop a globally standardized organizational structure for AF and ensure locally adapted but consistent execution on lower organizational levels

· Engage with Regional and Country MDs to define budget targets and conduct the forecast for the AF P&L

· Evaluate bottom-up budget plan and trigger discussion with Regional /Country MD in case of adjustment needs

· Ensure preparation of monthly reporting packages, conduct business performance reviews with disciplinary / functional direct reports resp. participate in business performance reviews with management on level above

· Monitor overall AF product performance in reference to all relevant strategies and targets

· Represent product on respective level, both internally and externally

· Initiate and lead product-relevant projects

· Proactively foster and support company-wide/regional/country initiatives and projects

Leadership in the matrix

· Foster collaboration between Geos/General Management, Products, Sales and Supporting functions (“matrix mindset”)

· Decide jointly with Regional resp. Country MDs resp. on HR matters (e.g. hiring/ termination, target setting, performance appraisals) for Regional resp. Country AF Product Leads resp. AF Ops Team Leads in branches

· Provide functional direction/guidance on AF business matters and define functional development (e.g. training) for Regional resp. Country AF Product Leads resp. AF Ops Team Leads in branches

· Define succession/replacement, recruiting and personnel development needs for disciplinary direct reports and coordinate with HR

· Act as escalation level and support conflict resolution for conflicts/stalemates between AF and Geo/Sales/Supporting Function responsible on lower organizational level

Product Development & Pricing

· Develop resp. support development of AF products and services, which satisfy market/customer needs (in collaboration with sales)

· Approve and coordinate market launch of new/altered products and ensure locally adapted but consistent implementation on lower organizational levels

· Decide on continuation/alteration/termination of existing AF products and services and ensure adherence on lower organizational levels

· Manage vendor relations and measure vendors' performances

· Procure capacities from vendors within the product's respective supply chain

· Provide binding standards and guidelines on door-to-door pricing logic (e.g. minimum margin, negotiation boundaries for Sales)

· Decide on final pricing for exceptional cases outside default boundaries

Customer acquisition & implementation

· Cooperate with Sales to align product and sales strategies and develop adequate sales targets

· Steer sales focus (e.g. focus trade lanes, dense vs. bulky freight)

· Support Sales in the customer acquisition / retention process, if needed

· Assess tender opportunities and decide on participation (after conferring with Geo/Sales/Finance/Legal)

· Assess and approve customer individual requirements deviating from product standards

· Ensure processing of tenders (respective Product in the lead for own product), incl. coordination with other stakeholders (default; pure tender processing coordination might alternatively lie with Sales)

· Define negotiation boundaries for Sales

· Monitor customer implementation (via A/S BPM & CI and/or respective Country MD / Branch Managers)

· Monitor customer profitability after implementation

· Manage customer contracts

Operations

· Provide binding product-related SOPs/quality standards and ensure adherence on lower organizational levels

· Define operational performance KPIs and targets and ensure adherence on lower organizational levels, follow-up on deviations (within functional responsibility for operations) and continuously optimize operational performance

· If branches disciplinarian report directly to Product: Steer operations daily

· Functionally steer product-dedicated BPM resources to improve operational processes

· Review contracts with customers reg. compliance to price/service agreements and take action in case of deviations