Are you interested in creating the future of shipping? Amazon Shipping is building the fastest and most reliable network, known for picking up and delivering parcels with maximum visibility, simplicity and flexibility, and we are looking for an entrepreneurial and dynamic Senior Business Development Manager to join our early-stage team.
This person will be responsible for helping us drive profitable growth for SWA across three core areas; (1) preventing revenue leakage from package non-compliance by creating processes and mechanisms to manage shipper non-compliance, developing reporting along with the associated analytics and insights to support decision making, and designing long-term solutions to protect revenue risk. (2) Reducing aged debt from shippers who use 30-day invoicing to pay for shipping services, by developing mechanisms to audit, track and resolve aged debt as well as establish long-term debt reduction solutions. The SBDM will be expected to work autonomously and cross functionally with product, business and operations teams, articulating business requirements to create a long-term solution that prevents package non-compliance, is able to identify errors downstream in operations and is able to recuperate lost revenue. (3) Optimise revenue by building mechanisms to track shipper alternative costs, and drive pricing improvements and insights by partnering closely with pricing product team .
Furthermore, this experienced manager will help to design and implement strategies to incentivise shippers to take appropriate actions to prevent revenue leakage. The individual will be expected to work closely with the Pricing team, using high judgement and data to develop the right pricing approach that incentivises shippers to use the correct package tier in their inventory set-up. They will also be a key requirements driver for pricing technology products to effectively capture and utilise shipper and competitor data to help improve revenue and margin. In addition to program responsibilities, this person will be expected to utilise existing account developer (AD) resource, hire additional resource to coach shippers, and as the initiative grows, develop a resourcing plan that meets the future needs of the business, including newly launched locales.
Revenue leakage • Responsible for hiring, developing and leading a team of account specialists and hitting revenue leakage targets • Accountable for reducing PnL impact of revenue leakage through targeted set of goals • Audit weekly/monthly Automated Dimensions and Weight System data to understand business level performance for package dimension compliance, followed by recommended actions • Sets, aligns and audits operational goals across functions/programs (inputs, metrics, audits, process improvements), translating them into actionable plans • Hold operations accountable for hitting audited volume goals and shipper coverage goals • Weekly reporting on top 10 offending shippers and summarising ADs progress/prioritisation/setting next steps • Deep diving problematic used cases/shipper disputes, resolving to the highest standard and escalating where necessary • Handling own backlog of shippers for coaching not currently covered by ADs (~50 shippers)
Aged debt • Weekly reporting on Aged debt at business and shipper level • Working with top 20 shippers to set up repayment plans and collaborating with FinOps on retrieval • Escalating cases where business is at risk and working with stakeholders to clawback/suspend shipper Regular feedback to B&P PM and Shipper education stakeholders for long term prevention mechanisms
Pricing partnership • Responsible for developing a quarterly scalable mechanism to track shipper alternate costs by different categorisations • Audit pricing for high value shippers on a continuous basis, and provide insights on volume commitment/potential attrition by engaging directly with shippers and consolidating anecdotes • Develop scalable mechanism to execute quarterly price changes for SWA shipper base, capture feedback, and reduce attrition/volume loss by incorporating learnings from previous executions • Weekly reporting on RPP (revenue per package) changes broken out by drivers (revenue leakage, price changes, volume mix changes etc.) • Own the first round of escalations for shipper pricing queue, by utilising existing mechanism and developing refinements over time by utilising the knowledge build from core role
• Fluency in English • Bachelor's Degree in Economics, Engineering or related degree required. Post-graduate education is recommended. • 10+ years of work experience in management consulting, product management or sales management • Experience of managing and developing a high performance team • Excellent written and verbal communication skills; able to explain complex concepts simply • Ability to think strategically and to drive the detailed execution of specific initiatives • Highly organised and results oriented • Experience solving analytical problems, either in professional experience (data analysis) or education • Ability to thrive in an ambiguous environment
• High level of academic achievement at degree level. MBA from a top tier institution is highly preferred • Ability to work with legal, product, and internal business owners to reach mutually beneficial agreement • Strong commercial acumen, proven ability to influence others
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