Commercial Director
Arar Trading L.L.C
Total years of experience :12 years, 6 Months
Develop wholesale trading activities, focusing on demand and seasonality, agile sourcing, pricing, credit facilitation, and efficient operations. Drive actual data visibility on the global market price elasticity to enable agile decision-making on pricing our products, in collaboration with procurement, sales, and customer service teams.
Developed trade strategy to effectively compete and maintain our market share, by ensuring close follow-up on demand and seasonality for key commodities whilst complying with the local regulations and competition intelligence. Delivered exceptional financial results by creating the right mix between diverse customers portfolio and cost of product deployment. Contributed to Value-added Services that complement our solutions to customers whilst creating substantial value for their business (e, g., Inland transportation, Customs clearance, and Warehousing).
Managed multiple trades spanning across Asia to Latin America and to Oceania. Empowered Revenue Management team to achieve accurate market analysis and enabled informed short and medium-term pricing decisions.
▪ Improved cargo yields by +25% through accurate forecasting and planning of cargo flow.
▪Generated an incremental margin of+20% above target, equivalent to USD80 mil, by optimising acceptance of high-
yielding cargo and maintaining 100% asset utilisation in rapidly growing markets.
▪ Led projects to automate forecasting process, improving accuracy by +20% and reducing time spent by -50%. The objective was to drive Revenue Management team towards accurate analysis of how market develops and accordingly take pricing decisions for short and medium-term.
Consistently delivered on our KPI by ensuring best-in-class customers experience through improved resolution time and improved invoice quality to 95%.
▪Successfully reduced the number of internal administrative tasks by 20% to reduce waste in system and ensure lean processes are in place for fast issue resolution.
▪ Led product development projects backed by strong understanding of customer’s needs and pain points related to rates, container waiting time, and credit agreement. A key example of these projects is as follows:
Demurrage and Detention revenue optimisation:
▪ Revamped export Demurrage and Detention collection process and container's turn-time by leading (Lean six sigma) project. Improving the turn time and offshore services’ quality through analysis of key variables that impact customer experience.
▪ Taking the lead in creating transparent lead-time for the containers cycle and helping’ customers service team to create more visibility to our supply chain cycle to our customers and adapt the changes in the processes.
▪ Generated +30% increase per annum in collections of demurrage and detention charges, while maintaining customers satisfied, and the operation team’s productivity more competent by designing/executing efficient process.
▪ Upgraded value propositions and embed customer-centricity in working culture by heading cross-functional collaboration project, improving country’s Net Promoter Score (NPS) by +20%.