Pricing and Profitability Manager

**Misison**:

- Build and maintain business cases for assigned lines and / or contracts that serve as base to set gross margin targets and to measure deviations versus P&L
- Manage and optimize the cargo flows to fit and fill our network and to improve the fill rate of the open network
- Define the price frames (list, target, floor price ) for the assigned traffics and products (OCV, Single-wagon-load, Intermodal, block trains).
- optimize frequency per (open) line, and adjust short and mid-term ordering
- Collaborate effectively with different departments and drive cross-functional initiatives; essentially with KAMs, E2E Steering, Countries, and Network Department
- All above activities serve the following goals:

- Enable the sales team to negotiate and win profitable business
- Secure margin goals for Lineas
- Identify and mitigate potential risks for Lineas
- Align price setting with contract conditions
- Reflect market conditions and benchmarks
- Maintain pricing frames (including discount) in Sales Force
- Be responsive to customer requirements

The P&P Manager is the driver behind the commercial management of trains and implements (mostly quantitative) methods to ensure a high decision quality.

He/she can be assigned to project work.

The P&P Manager ensures insights on all lines / products and reports to stakeholders incl. product board or central commercial meetings on a regular basis or on request

**Tasks**:
Product and Portfolio Management and ordering Supply
- You create and document Business Plans for each product and work close with engineering to reflect the correct costing into a BC. This BC is the base to estimate the impact of your decisions after implementation as well as potential deviations in P&L.
- You create development plans for the product type of your responsibility (Open & Closed trains incl. SWL and FM / LM services) and its segments which are based on market insights and (future) operational capabilities in close collaboration with network and sales
- Based on demand forecast, sales input and market knowledge, you take frequency decisions. You are responsible to order extra (open) trains, cancel or combine trains on existing lines. In this process, you balance needed resources and cost and you quantify your decision. You ensure that decisions are based on the optimal contribution, taking marginal cost and marginal revenues per product into account, mainly
- Short-term to optimize fill rate and margin (next 1 - 2 weeks)
- mid-term to optimize gross margin and usage of capacity (next months, input for next PERT)
- cancelation of trains in holiday process early to avoid sunk cost
- for long-term flows, you provide input to network management e.g. on volumes BT to Open Trains, mix of Block Trains & Open trains on same stretch or similar activities

Price Setting and Value Based Offering:

- You have the responsibility to define Pricing Tactics for assigned Lineas products based on internal goals, competitive behavior and commercial experience.
- You:

- Provide pricing and discounting framework for tenders as base for offers to the customer
- Approve / dis-approve deviation from pricing framework
- Define pricing framework for commercial product bundles and define content of commercial bundles together with business development
- optimize revenue per train and set booking limits (value steering) which limits lower yielding cargo in case of limited supply (open trains)
- You must ensure that
- pricing framework and grids can be used by sales through Sales Force / CPQ
- sales managers have the right framework to make a competitor offer
- you respond in a timely manner to sales or customer requests
- Lineas’ strategic goals are reflected in the pricing framework
- willingness-to-pay of our customers is captured.
- You participate in projects to digitalize the commercial process within Lineas
- You engage in benchmark evaluation and analyses of competitors and their pricing strategies

General:

- You work in line with the policies from the Revenue Management department (e.g. Pricing Handbook, Golden Rules, commercial prioritization) and know the goals and processes well
- You use structured reporting to analyze the impact of your work (e.g. train orders, revenue development per line or customer etc.) and to strive for constant improvement of decision quality and to drive business
- You document your decisions and business cases
- You present to stakeholders across Lineas

**Profile**:

- You have a bachelor's degree in logistics management, economics / business management, operation research, science or similar or an equivalent through experience
- You speak English (Dutch and / or French is a plus)
- You have experience in the logistics, transportation or service sector (Experience in Revenue Management, Network Planning or Flow / Line Management or inventory steering is a plus)
- You work purposefully and efficiently and take pro-active steps to reach your professional goals
- Y