Head Of Pricing

To lead the Pricing function, develop competitive and profitable pricing strategies, strengthen carrier relationships, and support Sales in maximizing business conversion while protecting company margins.

Key Responsibilities

• Lead and manage the Pricing team and monitor team performance.


• Develop and implement pricing strategies as per Management guidelines.


• Ensure timely and accurate quotations to Sales, BES and agents.


• Drive inquiry follow-up and maximize inquiry-to-booking conversion.


• Negotiate competitive rates with Shipping Lines, MLOs and NVOCCs.


• Maintain strong relationships with key carriers and service providers.


• Monitor market rates, trade trends and competitor pricing.


• Review pricing data, inquiry conversion and carrier-wise volume distribution.


• Handle major pricing escalations and disputes with carriers.


• Handle and resolve escalations, as and when required.


• Oversee ICD and special pricing requirements.


• Provide pricing support for key customers and strategic business opportunities.


• Ensure timely Trade Updates and maintain the Pricing/Trade Log.


• Improve pricing processes, controls and reporting.


• Work closely with Sales, Operations and Management to achieve business and profitability targets.

Key KPIs

• Pricing response TAT and accuracy


• Inquiry-to-booking conversion


• Pricing margin/profitability


• Carrier negotiation and cost improvement


• Pricing dispute and escalation resolution


• Carrier relationship and service levels


• Team productivity


• Accuracy of pricing MIS/DSR

Experience 10–15+ years of relevant experience in Freight Forwarding/Shipping Pricing, with strong experience in carrier negotiations, team management and international freight pricing. Qualification Graduate in any discipline. MBA/PG qualification in Logistics, Supply Chain or Management will be an advantage.

Must-have skills

Operations, Sales

Good-to-have skills

Freight Forwarding, NVOCC