Pankaj Kumar Email & Phone Number

Dubai, United Arab Emirates

We designed the manufacturing vertical for Maersk U.A.E., A portfolio of 50000 TEU.• Expand our integrator value proposition to Beneficial Cargo Owners (B.C.O.s) U.A.E. & Oman GP USD 2.5 Million.• Led the end-to-end management of a complex supply chain handling 4000TEU, encompassing procurement, logistics, and distribution; implemented strategic initiatives to optimize transportation routes and enhance the customs clearance process with a visibility tool resulting in 1 million USD cost saving and increasing lead time. Collaborated closely with cross-functional teams to ensure improvement in delivery times and overall supply chain reliability, leading to enhanced customer satisfaction and increased revenue.• As a Senior Supply Chain consultant at Maersk for Lime, Cement Glass, and Gypsum commodities, I manage these industrial accounts with strategic vision, provide commercial leadership, and help solve supply chain challenges

Dubai, United Arab Emirates

Started this function, streamlined Sales Planning, Pipeline management and Business Development for the brand in UAE & OMAN .Accountable for acquiring and securing new customers in Logistics and services and other products through ongoing strong management of a robust sales pipeline. • Responsible for RFQ preparation and responses, solution design, value propositions, client presentations, gathering Maersk capability information, maintaining information on what we do globally for clients today, and providing input on client requirements with unique solution proposals. • Accountable for developing customer relationships with senior decision-makers and introducing them to key executives through well-planned and coordinated customer events . Able to demonstrate quantitatively how we can bring customers’ strategies to life, while detailing specific qualitative competitive advantages of working with us as service provider. • Accountable for ensuring that customized customer solutions are fully-scoped, with robust pre- and post-sales engagements and commitment from internal pursuit team members, enabling flawless execution of the sold value proposition.

Dubai Emirate, United Arab Emirates

United Arab Emirates

Key Responsibilities •Develop and nurture strong, profitable and long term international relationships with Global Key Accounts head-quartered and Key Accounts with Regional setups in the Middle East & Africa (GFFs).•Assist Safmarine Center Key Account team to identify and develop new Key Account opportunities, with strong focus on growth.•Develop and execute key account and regional plans to chart the future strategic direction.•Optimise the Key Account portfolio of business to ensure profitable growth with all assigned accounts. Monitor performance across all trades and clusters.•Agree and achieve strategic objectives with Key Accounts to ensure sustainable relationships.•Increase customer “share of wallet” and increase customer engagement, NPS and brand delivery on a global and regional level.•Develop, monitor and conclude all relevant (tender) contract negotiations for assigned key accounts.•Develop e-commerce solutions with each key account.•Develop and maintain the Key Accounts in Sales Force, creating visibility and driving action through pipeline management and Business plans.•Work closely and share best-practices with the broader global key Accounts .

United Arab Emirates

Leading a Sales & Customer Support team of 6 people to manage Import, Export and cross trade activities as well as setting annual targets and performance management of the team.Planning and implementing the short – mid-term commercial strategy for top customers of Safmarine, including tender filing / negotiations, securing minimum volume and space commitments, service levels and contract finalisation.ACQUIRED SKILLSKey participant in business operating model, providing inputs, market updates and forecasts to the wider organisation and management to support decision making.Coordinating with operations and shared service centre teams to ensure that service levels promised to customers and minimum commitments were delivered.Supporting global key client managers and trade teams through strategic customer acquisition and relationship management.Business development planning through mapping and segmentation of key customers, commodities, geographies and container types, to support the overall growth ambitions of Safmarine UAE. Business development implementation through projects aimed at achieving a niche advantage. Including for OOG and reefer business, automotive, pharmaceuticals, resin and petro products.Strengthening control on import / FOB business to correct trade imbalance, through better cluster to cluster and customer dialogue.Use of SAP based systems for invoicing and JAVA based platform for sales performance reporting and management.

United Arab Emirates

Sales Management :Overall responsible for UAE related to Import, Export and cross trade activities as per APL LOGISTICS part of APL EMIRATES strategy (short term and long term)Pricing, Marketing, Capacity and allocation : responsible for these activities in order maximize revenue and utilize allocation granted to UAE biz. Make sure organization and stake holders are updated on the market trends and forecast biz accordingly. Liaise with the trade in-charge on various market trends and optimize revenue & capacity.Business Plan: Over all responsible for business in UAE. Involve in development of long/medium term business plan based on commercial and winning edge and organization strategy, ensuring focus on the right segments, customers, commodities and equipment. This also means involvement in specific projects such as identifying new markets, acceptance points etcDevelop commodity verticals : Initiate sales drive to improve our presence in high growth, profitable, niche segments viz reefer, OOG,project cargo, automotive, pharmaceuticals, resin and petro products

United Arab Emirates

Handling US East & West Coast, Fareast, S.E Asia, Mediterranean, Europe, Australia & Indian Subcontinent.Developing new clientele for all the seven sailings fm UAE, where HANJIN caters.Rendering personal service to the existing customers in terms of providing container information right from the booking to its delivery to the final buyer at the destined place.Handled Special equipment flat racks /o/tops, & Liasoning with principals for same.Making the weekly sales report for Principles, updating the GRP, NRP and the weekly performance on each lane with competition activities update.• Independently handled the Australia lane. • A thorough knowledge of Reefer business in U.A.E. • Handling US East & West Coast, Fareast, S.E Asia, Mediterranean, Europe, Australia & Indian Subcontinent.• Making the weekly sales report for Principles, updating the GRP, NRP and the weekly performance on each lane with competition activities update

Mumbai Area, India

• Developed new clientele for all eight sectors where UASC caters.• Designed advertisements for the leading shipping newspapers and other shipping magazines• Introduced the pioneer service IBM (India Bangladesh, Myanmar, Service to trade, Gateway being Haldia• Handled US East Coast, Arabian Gulf and Indian Subcontinent sectors.• Developed Trade to Russia on own TLPL leased containers.• Developed Substantial Rice shipments from Icd Nagpur to various sectors, especially South Africa.• Converted accounts like M/s OLAM Intl, M/s AKILA overseas, M/s R. K. Exports, M/s TATA International, M/s Indorama & M/s BILT (top ten exporters of India).