1. Job Purpose To lead and manage the export pricing function across India for air freight and ocean freight operations. The role is responsible for developing competitive pricing strategies, negotiating with airlines, shipping lines, co-loaders, overseas agents and other service providers, and ensuring profitable business growth across all branches. The position will drive pricing standardization, cost optimization, customer satisfaction and sustainable profitability.

2. Key Responsibilities

A. National Export Pricing Strategy

- Develop and implement the overall export pricing strategy for air and ocean freight across India.
- Establish standardized pricing guidelines, rate structures and approval matrices for all branches.
- Ensure competitive pricing while maintaining targeted gross profit margins.
- Monitor market trends, competitor pricing, freight rate fluctuations and customer requirements.
- Develop pricing strategies for key accounts, tenders, RFQs and high-volume export business.

B. Airline, Shipping Line & Vendor Negotiations

- Negotiate competitive rates with airlines, shipping lines, co-loaders, transporters, consolidators and overseas agents.
- Build strong relationships with carriers and service providers to secure preferential rates, space allocations and service commitments.
- Evaluate carrier contracts, rate validity, surcharges, free days and other commercial terms.
- Identify opportunities for volume-based contracts, annual rate agreements and strategic partnerships.
- Ensure timely collection and circulation of updated freight rates across all branches.

C. Pricing Operations & Rate Management

- Supervise daily export pricing activities for air freight and ocean freight, including FCL and LCL shipments.
- Ensure timely and accurate quotation submissions to sales teams, customers and overseas agents.
- Manage spot rates, contract rates, tariff updates and customer-specific pricing.
- Ensure all quotations include applicable freight charges, origin and destination charges, surcharges and other relevant costs.
- Maintain a centralized pricing database and ensure proper rate validity, documentation and version control.
- Coordinate with operations teams to validate service feasibility, transit times, routing and carrier availability before finalizing quotations.

D. Profitability & Commercial Control

- Drive gross profit improvement and ensure adherence to approved pricing and margin policies.
- Review shipment-level profitability, pricing exceptions and loss-making business.
- Approve special rates and commercial deviations within the authorized approval matrix.




- Work closely with the Finance and Accounts teams to analyze actual costs against quoted rates.
- Identify and control revenue leakage arising from incorrect quotations, missed surcharges or outdated vendor rates.
- Prepare periodic pricing performance reports covering revenue, gross profit, conversion rates and margin trends.

E. Sales & Business Development Support

- Partner with the National Sales Head, Regional Sales Heads and Branch Managers to support business acquisition and customer retention.
- Provide pricing solutions for strategic customers, key accounts, tenders and major business opportunities.
- Support the sales team in customer negotiations, rate presentations and commercial discussions.
- Develop pricing models for new trade lanes, verticals and target customer segments.
- Conduct regular pricing reviews with sales teams to improve quotation conversion and profitability.
- Provide market intelligence on competitor rates, trade lane opportunities and customer buying patterns.

F. Team Leadership & Coordination

- Lead, train and develop the central and regional export pricing teams across India.
- Define team KPIs, turnaround time (TAT), productivity targets and performance standards.
- Ensure consistent coordination between pricing, sales, operations, procurement and finance teams.
- Establish clear escalation procedures for urgent quotations, rate disputes and pricing approvals.
- Promote accountability, accuracy and timely response to internal and external stakeholders.

G. Compliance, Systems & Process Improvement

- Ensure adherence to company pricing policies, approval procedures and commercial controls.
- Ensure accurate rate uploads and maintenance in the freight forwarding software or ERP system.
- Monitor rate expiry dates and ensure timely renewals and revisions.
- Develop SOPs, dashboards and automated pricing reports to improve efficiency.
- Identify opportunities to streamline quotation processes and reduce manual errors.
- Ensure appropriate documentation and audit trails for rate approvals and commercial exceptions.

3. Key Performance Indicators (KPIs)

- Export pricing gross profit and gross profit margin.
- Quotation turnaround time (TAT).




- Quotation-to-business conversion ratio.
- Pricing accuracy and error rate.
- Vendor rate competitiveness and procurement savings.
- Profitability of key accounts and strategic trade lanes.
- Percentage of quotations submitted within agreed timelines.
- Reduction in revenue leakage and pricing-related disputes.
- Compliance with pricing approval policies.
- Team productivity and service-level performance.

4. Educational Qualifications

- Graduate in Commerce, Business Administration, Logistics, Supply Chain Management or a related field.
- MBA in Logistics, Supply Chain Management or Business Management would be an added advantage.
- Relevant certifications in freight forwarding, logistics or international trade will be preferred.

5. Experience Required

- 10–15 years of experience in the freight forwarding and logistics industry, with substantial experience in export pricing.
- Minimum 5 years of experience in a senior pricing or commercial management role.
- Proven experience handling pan-India pricing operations across multiple branches.
- Solid exposure to air export and ocean export pricing, including FCL and LCL.
- Experience negotiating with airlines, shipping lines, co-loaders and overseas agents.
- Demonstrated ability to manage pricing teams, improve margins and support large customer accounts.

6. Required Skills & Competencies

- Strong commercial acumen and profitability management.
- Excellent negotiation and vendor management skills.
- In-depth knowledge of air and ocean export freight markets.
- Strong analytical skills and proficiency in Excel, MIS reporting and pricing dashboards.
- Experience with freight forwarding software, ERP or rate management systems.
- Effective leadership, communication and stakeholder management.
- Ability to work under pressure and manage urgent pricing requirements.
- Strong decision-making, problem-solving and process improvement skills.

7. Key Stakeholders Internal: National Sales Head, Regional Sales Heads, Branch Managers, Operations Head, Finance Head, Procurement Team and Senior Management.

External: Airlines, shipping lines, co-loaders, overseas agents, transporters, consolidators and key customers.

8. Expected Outcome The All India Export Pricing Head will be responsible for establishing a centralized, efficient and commercially disciplined export pricing function across India, ensuring competitive market rates, faster quotation turnaround, stronger customer conversion, improved gross profit margins and sustainable business growth.

📌 Export Pricing Head (Navi Mumbai)
🏢 ABHYANSH SHIPPING SERVICES INDIA
📍 Navi Mumbai