Regional Pricing Manager, Air Freight (EMEIA)

Crane Worldwide Logistics is a leader in supply chain solutions with 150+ locations across 36 countries, providing services that address our clients' logistics challenges.

The Regional Pricing Manager leads the EMEIA air freight pricing team and owns ad hoc pricing: fast, margin-sound rates for spot. The role supports the regional Pricing and Procurement teams, working alongside them on rate strategy and carrier capacity. The role delivers competitive, profitable ad hoc pricing by sourcing spot and short-term buy rates with Procurement, building market responsive sell rates, and giving sales and operations teams the pricing tools, data and guidance needed to win and retain business. The role is the commercial link between regional pricing, carrier procurement, product management and the sales organisation.

Key Responsibilities

Ad hoc pricing (primary focus)

• Own pricing for ad hoc and spot shipments across EMEIA across all verticals.
• Turn around quotes quickly, with margin and rate-validity guardrails agreed with the regional Pricing team.
• Source spot capacity and short-term buy rates in coordination with Procurement; escalate larger or recurring needs for contract treatment.
• Monitor ad hoc yield, win rate and margin by lane; adjust pricing as market conditions move.
• Define approval thresholds and escalation paths for non-standard or below-target requests.

Pricing strategy support

• Support the regional Pricing team on RFPs and large customer tenders with rate build, margin input and ad hoc requests arising during bids.
• Support Procurement in sourcing and negotiating buy rates, allotments, block space agreements (BSAs) and spot capacity with airlines, consolidators and GSAs.
• Set sell rates and margin targets by lane and customer segment; balance volume growth against profitability.
• Manage surcharges (fuel, security, peak season, DG, special handling) and ensure consistent, timely implementation.

Tender and customer support

• Support the regional Pricing team on RFPs and large customer tenders with rate build, margin input and ad hoc requests arising during bids.
• Provide fast, accurate quotes for complex or urgent shipments in partnership with sales and customer service.
• Support contract renewals and rate reviews with data-driven recommendations..

Market and commercial analytics

• Monitor market trends: capacity, yields, fuel, trade lane imbalances, seasonality and competitor moves.
• Produce regular pricing reports covering margin, yield, win/loss, rate competitiveness and buy rate performance.
• Translate analysis into clear actions for regional leadership.

Governance and process

• Maintain pricing policies, approval matrices and margin controls aligned with global standards.
• Drive pricing system and tool improvements (rate management, quoting and analytics platforms); champion data quality.
• Ensure rate compliance and minimise margin leakage and rate disputes.

Stakeholder and team leadership

• Partner with global and regional air product, procurement, sales, operations and finance teams.
• Lead, coach and develop the EMEIA pricing team, setting priorities, service levels and quote turnaround standards.
• Represent the pricing function in regional commercial reviews and carrier meetings.

Qualifications:

• Bachelor's degree in logistics, supply chain, business, economics or a related field; Master's or MBA is an advantage.
• 7+ years of experience in air freight, including 3+ years in pricing, carrier procurement or yield management at a forwarder or airline.
• Proven track record managing multi-lane, ad hoc pricing in a competitive market, ideally while leading a pricing team; airline negotiation experience is an advantage.
• Strong understanding of air cargo economics: chargeable weight, IATA rate structures, surcharges, ULD and allotment models.

Skills and Competencies

• Advanced analytical skills; proficiency in Excel and BI tools (Power BI or similar); experience with rate management systems.
• Commercial acumen with strong margin and P&L awareness.
• Excellent negotiation, communication and stakeholder management skills.
• Ability to make quick, well-founded decisions in a volatile market.
• Strong organisation and attention to detail under deadline pressure.
• Fluent English; Other languages an advantage

Key Performance Indicators

• Gross profit and yield per kg versus target
• Buy-rate competitiveness and capacity secured versus plan
• Ad hoc quote turnaround time and conversion rate; tender win rate
• Margin leakage and pricing compliance
• Accuracy and timeliness of pricing reporting

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Requirements:

• Talking, hearing and using hands to operate a computer keyboard, mouse and other computer components.
• Sitting for extended periods of time.
• Vision abilities required by this job include close vision and the ability to adjust focus.

Certifications and Licenses:

• Relevant professional certification or continuing professional development is advantageous.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Recruitment Agency Policy

At Crane Worldwide3 Logistics we manage all hiring directly and do not accept unsolicited CVs or candidate profiles from recruitment agencies or search firms. Agencies must not contact our employees or managers directly with candidate details.

Where recruitment support is required, we will engage trusted partners through a formal written agreement. Any CVs received without such an agreement will be treated as direct applications, and (Company Name) will not be liable for any associated placement fees.

We appreciate your cooperation in respecting this policy.