Associate Manager - Pricing and Commercial Management

Associate Manager - Pricing

Responsibilities

1. Pricing, Route & Commercial Management

• Lead evaluation and structuring of commercial models for containerized EXIM and Domestic movements, including rail haulage, terminal handling charges, storage, detention, and first‑mile/last‑mile services.
• Support route‑level and corridor‑level pricing decisions across ICDs, ports, and terminals to optimize yield and protect margins.
• Analyze tenders and large containerized opportunities (imports, exports, domestic flows) and prepare clear commercial scenarios for management review.
• Benchmark route‑wise, customer‑wise, and commodity‑wise profitability, revising commercials in line with market and competitive movements.
• Work closely with OPEX teams to align cost assumptions and asset utilization (rakes, terminals, containers).
• Support Customer Service teams on commercial, contract, and billing‑related queries to ensure smooth execution of container movements.

2. Contract & Commercial Governance

• Own contract lifecycle management for containerized logistics services, including new contracts, renewals, extensions, revisions, and expiries.
• Ensure all billing for import, export, and domestic containers is backed by valid system‑approved contracts or published tariffs.
• Track validity of rates, VDS, free days, and special commercial terms, triggering timely renewals or corrective actions.
• Govern deviations, post‑facto cases, and exceptions through defined approval mechanisms.

3. Tariff Strategy & Network Planning

• Propose and benchmark rail and terminal tariffs for existing ICDs and upcoming Multimodal Logistics Parks (MMLPs).
• Analyze competition and regional pricing to offer customer‑competitive yet financially sustainable tariff structures.

4. Budgeting & Market Intelligence

• Support annual budgeting and route‑level financial planning for containerized multimodal business.
• Collaborate with Sales, OPEX, and Finance to align container volume projections, route mix, and utilization assumptions.
• Track competitors and industry trends across rail, ICD, and terminal services to support informed pricing decisions.

5. Knowledge & Stakeholder Engagement

• Engage with Sales, Operations, Finance, and IT teams to understand on ground container movement challenges and improve commercial outcomes.
• Participate in customer visits and terminal / ICD visits to strengthen operational and commercial understanding.
• Contribute to internal knowledge sharing and pricing discipline across the containerized business.

6. Role Profile

• Strong commercial and financial understanding of logistics / infrastructure businesses
• Structured, governance‑oriented decision maker
• Comfortable balancing sales requirements with financial discipline

Qualifications