Makarand Shirgaokar

• • Entire accountability and responsibility for the day-to-day smooth functioning of the Dubai Operations. This includes a team of over 50 professionals managed by 5 Senior Managers comprising Sales & Business Development, Commercial, Operations, Documentation and Customer Services for Ocean, Air, W&D verticals ensuring KPI targets are met and operating costs are optimized.

• Maintain and develop strong relationships with regional Port & Terminal Authorities, Shipping Lines, as well as Key Client Import & Export Accounts. I have initiated and improved sales methods, facilitating strategic customer development resulting in increased business coverage and higher revenues.

• Part of the Regional Senior Management Team that identifies and implements new business strategy and corporate policy considering current economic conditions and customer needs, streamlining processes and building the brand image. In my time with IMA, I have led the development of new product offerings and identified potential partnerships with overseas agents.

• I currently lead the internal streamline process, which includes redefining employee roles and job profiles, ensuring HR policy is fully aligned with UAE Labour Law and implementation of a manager-employee mentorship program.

• Responsible for general management, sales & business development, operational excellence, strategy, revenue and profit growth.

• Develop and maintain relationships with Key Client Accounts, ensuring customer satisfaction.

• Identify and propose the most viable & cost effective logistical solutions to the key clients in order to ensure minimal disruptions to their supply chain process and to improve the commercial offer of their organisation.

• Negotiate, Procure and meet favourable relations with Shipping Lines, Airlines, Sub-contractors, Vendors and other Local Agencies.

• Optimize management of resources, cost control policy, legal compliance and create culture that is compatible to the local environment and in line values, work ethics & processes.

Manage Principal-Agency relationship (Hapag Lloyd, UAFL & Hamburg Sud) to maintain and create kep client relationships, to develop new trade lanes in order to increase market share and drive strategy and developement of business whilst maintaining customer service at a world class level.
Accountable for identifying, developing and capitalising on new business possibilities for Liner Agency representation and thereafter strategically managing the growth of the business.
Responsible for the Liner Department P&L (Usd 5 mio EBIT) to ensure that optimum resource utilisation and profitability targets are met or exceeded. Full functional responsibility for all operational and commercial activity within the department including annual budget forecasts.
Regular interaction with the Line Managers to constantly develop and streamline marketing strategies and monitor competition activity to ensure consistent long-term growth, high performance levels and strategic & consistent progression.
Point of Entry for the other Gulf locations where ISS represented Hapag Lloyd, UAFL and Hamburg Sud to resolve all issues related to commercial and operational activity.
Complete responsibility for hiring, talent development and performance management of a team of around 30 employees of the Liner Department.