Job Description (JD)

Position : Manager / Deputy Manager / Assistant Manager – Pricing & Sales Coordination

Industry : CHA & Freight Forwarding

Qualification : Minimum Graduate

Experience: : Minimum 5 years in Pricing & Sales Coordination (CHA / Freight Forwarding)

Location : Chennai.

Role Overview

The role is responsible for managing complete pricing activities across Customs Clearance, Port Handling, FCL, LCL, Air Freight, and Project Cargo, while ensuring strong coordination with sales teams and external vendors. The candidate must possess strong industry relationships and the ability to convert RFQs into confirmed shipments.

Key Responsibilities

Pricing & Commercial Management

Prepare competitive pricing for FCL, LCL, Air Freight, Customs Clearance, Port Handling, and Project Cargo.
Negotiate rates with shipping lines, airlines, LCL agents, IATA agents, transporters, and CFS operators.
Maintain updated tariff sheets, vendor rate matrices, and cost structures.
Ensure pricing accuracy, profitability, and adherence to internal approval guidelines.

Sales Coordination & RFQ Handling

Manage end‑to‑end RFQ process: rate sourcing, quote preparation, submission, and follow‑up.
Coordinate with sales teams to understand customer requirements and tailor pricing accordingly.
Track quote status, follow up with customers, and drive conversion to confirmed shipments.
Support sales in preparing proposals, tenders, and customer-specific pricing decks.

Vendor & Stakeholder Relationship Management

Maintain strong working relationships with shipping lines, airlines, LCL consolidators, IATA agents, transporters, and CFS partners.
Ensure timely procurement of competitive rates and service commitments.
Monitor market trends and competitor pricing to maintain commercial advantage.

Internal Coordination

Work closely with operations, documentation, and customer service teams to ensure feasibility of quoted rates.
Provide pricing clarifications and support during shipment execution.
Ensure smooth handover of confirmed shipments to operations.

Reporting & MIS

Maintain MIS for quotes, conversions, margins, and vendor performance.
Provide weekly/monthly pricing performance reports to management.
Track RFQ‑to‑Shipment conversion ratios and highlight improvement areas.

Key Result Areas (KRA)

RFQ‑to‑Shipment Conversion (Primary KRA)

Achieve defined conversion targets for FCL, LCL, Air Freight, and Customs Clearance.
Improve win ratio through competitive pricing and proactive follow‑up.
Track and report conversion performance with accuracy.

Pricing Accuracy & Turnaround Time

Submit quotes within defined TAT.
Maintain high accuracy in pricing with minimal revisions or corrections.
Ensure adherence to margin guidelines and profitability norms.

Vendor Rate Competitiveness

Secure competitive rates from shipping lines, airlines, and LCL/IATA agents.
Improve vendor response time and rate consistency.
Build and sustain strong vendor relationships.

Sales Coordination Effectiveness

Provide timely support to sales teams for RFQs, tenders, and customer proposals.
Ensure smooth communication between sales, operations, and pricing teams.
Receive positive feedback from internal stakeholders.

Market Intelligence & Cost Optimization

Provide regular updates on market rate fluctuations and competitor pricing.
Achieve cost savings through effective negotiation and vendor management.
Recommend pricing strategies to improve business acquisition.

Reporting & Documentation

Maintain accurate MIS for quotes, conversions, and vendor performance.
Keep rate sheets, tariff files, and pricing records updated at all times.

Ideal Candidate Profile

Minimum 5 years of experience in pricing & sales coordination in CHA / Freight Forwarding.
Strong network with shipping lines, airlines, LCL agents, IATA agents.
Excellent negotiation, analytical, and communication skills.
Ability to work under pressure with quick turnaround times.
Proficiency in MS Excel, pricing tools, and commercial analysis.

Manager - Pricing & Sales Coordination