Customer Strategy & Design - Pricing & Commercial Strategy

Revenue management analyst responsible to design, execute and manage data-driven custom pricing strategies for large customer segments like Enterprise Global, Enterprise Regional, Middlemen and SMEs.Achievements:• Recipient of 2 Bravo Zulu awards for quality project delivery.• Pursued management transition program called “Advancement into Management” (AiM). Key Deliverables:• Building the structure for Revenue Management Control Centre (RMCC) to manage demand and capacity based on forecasts, customer projections and operational backlogs on daily basis. • Campaign manager for performance based incentive scheme generating additional ~13% business from Middlemen customer segment in 6 months. • Project lead for MEISA region to refresh unit costs for delivering packages to and from all ~70 countries in the region including pickup and delivery, ramp and hub, customs, station, linehaul, and other general admin and business support costs. • Initiative owner for DRIVE to generate additional revenue by targeting high volume negative margin customers and repricing them by suspending existing surcharge waivers. • Maintaining yields on Spot prices based on market conditions and geopolitical activities. • Executed General Rate Increase (GRI) – 2023 for MEISA region generating ~5% additional revenue for the year.• Created and updating pricing logic changes for pre-approved pricing program bands to ease on-boarding of SME customers.• Data visualisation developed on Power BI for senior management decision-making covering key areas like customer profitability, package level costs, campaign performance, etc.

• Customer Segmentation using search patterns and booking history based on recency, frequency and monetary value of transactions• Planning and implementation of Targeted Marketing Communication (Email, SMS and Social Media Marketing) for Unassigned customers• Design and Execution of Go To Market strategy for area priority products like Air and LCL, their Leads Generation, Qualification and Tracking for pipeline building• Procuring and Managing Sales Enablement Tools like LinkedIn Sales Navigator, Lusha, ZoomInfo, Slintel, etc.• Data Ownership, Sales structure planning, and building Dashboards on CRM – Salesforce/SFDC Sales Cloud• Data Analysis and Data Visualization using Advanced Excel and PowerBI• Business Performance Management for several internal projects – PICD Sales Blitz, Follow the Box campaign, Warehousing BTS Sites, etc.• New Product Process Formulation for Multi-Carrier shipments• Improving Sales Efficiency by identifying problem areas and solving them to free up more time for selling activities

As a summer intern at Maersk I worked on the firm's newly launched self-service portal to book shipments online called the Fixed Spot Offer (FSO), currently running on the Beta site. This is a dynamic pricing tool that is basically a commercial experiment on the consumer behavior. During my stint here I understood the booking flow thoroughly and interacted with more than 40 B2B clients to understand their issues and concerns that leads them to search on FSO but not book. As a marketing intern I understood client expectations and bench-marked the portal with various other e-commerce, cab-booking, hotel booking, train/flight ticket booking, etc. portals to find gaps which led me to suggest 32 recommendations to improve the product offerings and customer experience while making a booking on the tool. Receiving overwhelming response from the product and sales country managers, my presentation was shared with the product managers in company headquarters in Copenhagen, Denmark to implement the recommendations. While I also worked towards customer awareness about the penalty attached to the cancellation and no-show fees as per the two-way commitment of the product offerings, with regular follow-ups I was able to improve total collection from 61% in week 16 to 82% in week 20.

As a Business Analyst, I was responsible for requirement gathering, documentation, and testing of automated regulatory reports. I was the key intermediary between the finance users and the technology developers. I was responsible for migrating a Derivatives Portfolio of 17 products for Wealth Management Private Banking group from London to Singapore books of business. I held 3 Position of Responsibilities at the firm:1) Global Strategy Lead - Analyst and Associate Mentorship Program2) Global Analyst Committee Lead - Quarterly Newsletter BEACON3) University Focus Team Lead - Campus relations for the firmI was promoted in Jan 2018 to Associate corporate title for quality and in-time project delivery.

I was recruited at JP Morgan Chase & Co. for my performance at JP Morgan's Code for Good Hackathon for which I was offered a pre-placement job opportunity at the firm. I joined the firm's most coveted Global Analyst Development Program as a Technology Analyst going through a 6 weeks intensive boot-camp training, after which I joined the Risk and Finance Technology Department, in the Local Regulatory Reporting Team.