The purpose of the position is to lead Americas solutions engineering team supporting APLL LTS (Managed Transport Services, Domestic Control Tower, Multi Modal, Domestic Ground Distribution, Drayage, US-Mexico Cross Border) businesses. This role leads the development of engineered solutions, and defines and coordinates business, product and service strategies with LTS LOB owner, technology heads and regional commercial heads in process, service and product alignment and market penetration.
This role collaborates directly with Regional VP, P&L owner, Product Managers, Commercial heads, and Comptrollers to maximize profitability. This position leads operational process mapping, solution design, engineering and financial modeling and pricing coordination with APLL operations management, corporate and strategy teams.
This position drives product definition and development of LTS engineered solutions for NAM and LATAM markets. This role also collaborates and works with other regions in the definition of global product standardization and roadmap. This role will have direct access to counsel and influence APLL C suite team on LTS services and products
RESPONSIBILITIES
Roles & Responsibilities:
This position is responsible for leading product offering and engineered design solutions for APLL LTS in the Americas region.
This position leads product features definition in alignment with LTS process and services strategy for the Americas region.
This role leads solution development efforts working with APLL local and regional commercial teams, APLL local operations teams, and APLL technology and Innovation corporate teams.
This position develops and maintains product and pricing information on business systems and participates in the development of quotation and deal evaluation methods to ensure consistent use across line of business.
This individual works directly with commercial and engineering team in the review and analysis of RFPs to identify and approve pricing and contractual requirements to ensure feasibility of projects with respect to company costs and budget.
Customer facing responsibilities include:
Pre-Sales Support - RFI/RFP Preparation, Presentation Preparation, Solution Strategy etc.
Sales Support - Collaboration with product owner and sales leads to create technology solutions pitch to customers, perform application demonstrations in support of the sales process and requirements discovery.
Post-Sales Support - Requirements discovery, documentation, and solution design collaboration with business and technical teams (Scope of Work, Business Requirements Documentation etc.)
Implementation Support - Identifying and validating business requirements, use cases, process mapping, solutions definition to meet customers' implementation requirements. Collaboration with IT, Customer Support and Operations. Assist in setup and training.
Post Implementation Support - key/strategic account support for new technology requirements and solution design.
Participates in User Acceptance Testing (UAT) on behalf of customers and provides feedback on application releases and rollouts.
Service/ Product management related responsibilities include:
Determine investment opportunities based on business and financial objectives.
Create and manage roadmap of prioritized future capabilities.
Identify technology solutions to meet business and financial objectives.
Ensure alignment with company's maxims and enterprise technology standards.
This role is responsible for leading research and evaluation of technology in collaboration with APLL Technology, Innovation and vendor teams to develop solutions where these are applied in the benefit of APLL operations. This position is responsible to develop and document Justification analysis: Cost of Ownership, Run Cost, ROI based on productivity/ benefit gain
Using engineering methods, tools and databases, this position is responsible for defining and coordinating labor productivity analysis for all critical operating functions with the APLL Americas operations network. Productivities are used in new business development projects, process improvements initiatives and to measure our operations teams performances.
This role is responsible for leading analysis and supporting operations continuous improvement initiatives for LTS operations in Americas. Responsible to achieve 15% to 20% productivity gain while optimizing organization contribution margins (CM)
This role is responsible for leading and coaching a team of architects, engineers and analysts in the development of engineered and integrated solutions that include customer system integration, technology solutions, staffing plans, CAPEX, OPEX, and start up costs for all new business proposals.
This position establishes periodical follow-ups and reviews with Americas Business Solutions & Continuous Improvement Director. Provides weekly, monthly and/ or project specific status reports
This position communicates (verbal and written) frequently with internal and external customer and/or project sponsors and stakeholders
This position is responsible for ensuing engineering solution and cost accuracy, presenting CAPEX, OPEX cost revisions, updating the pricing history database, evaluating pricing actions efficiency, and responding fast to market conditions.
This role counsels and advice APLL LOB owners, Regional VP on executive pricing project reviews. Provides insights and recommendations based on financial sensitive evaluations
Develop pricing strategies for proposal submissions by working closely with commercial, operations, HR, IT, Implementations teams and the proposal manager
This role evaluates pricing alternatives. These include the base price as well as discounts that may be extended to specific customers. This has direct impact on LTS customer retention rate.
This position determines pricing costs and creates and maintains departmental pricing reports. Analyzes and reports trends on pricing and develops recommendations based on findings
Partners with Corporate Pricing Manager to collaborate in complex projects
Perform reviews of proposals priced by team pricing analysts for quality assurance purposes
This individual will also support other LTS Global initiatives within APLL network.
Key Result Areas:
Effective at conveying the product vision and other messages requiring action, in a way that brings people on board with the vision and builds their enthusiasm about fulfilling it.
Effective in translating technical language into business language as needed to bridge the gap between business and technical professionals engaged in the full product value stream.
Positive impact to APLL LTS win ratio for new business. Target 30%
Work with APLL existing solution and pricing templates, maintain and enhance
Develop new and cost-effective solutions through innovation and collaboration with other areas
Develop engineering models and pricing models for the LTS opportunities (new business and renewals)
Adhere to APLL POMs and guidelines for the development of financial and operational design models to ensure new and existing operations meet the financial indicators approved by corporate and regional head and local owner LOB.
Collaborate with other functional areas in the development of flexible, suitable, innovative, and cost-effective engineered solutions
Challenge stakeholders pricing input to reflect best fit for the proposed solution and to provide cost effective proposals
Analyze model data, develop, and communicate potential pricing scenarios for consideration directly impacting company win rate
Provide product and market expertise in the development of executive financial summaries and pricing recommendations
Update and maintain LTS product offering and price competitiveness in the 3PL Industry
Maintain and update of engineering databases: pricing, trends, customers, verticals
Conduct research on market trends: product features, cost/spending, pricing, and solutions
QUALIFICATIONS
Qualifications:
Bachelor's Degree in any of the following disciplines: Industrial Engineering, Information Technology, or Supply Chain Logistics.
Master's degree preferred
Bilingual: Spanish and English (verbal and writing) is a plus
Portuguese desired
Experience working in a global environment and experience working with teams located in different countries across Americas region
At least 7 years of process mapping, solutions design and engineering experience in Supply Chain industry
At least 7 years of supply chain experience: domestic ground transportation, multi modal transportation, Impo last mile / Expo first mile, and US-Mex cross border
Minimum 5 years of well-rounded TMS technology, logistics operations and customer-faced experience.
At least 5 years of engineering project management and implementation
A proven history working with large sets of operational/ volumes, sales data for analysis and solutions modelling.
Expert at using Microsoft Excel and Excel advanced features (Pivot Table, Functions, Vlookups, etc.)
Strong expertise on customer network analysis and optimization (inbound / outbound)
Advanced experience using network modelling software
Detail-oriented, highly organized, with the ability to handle solution design modelling and pricing for multiple projects, customers/ proposals simultaneously
Demonstrated ability to work in a fast-paced, deadline-driven environment handling multiple projects simultaneously.
Strong communication skills (Bilingual) to support and defend engineering recommendations
Strong public speaking skills (Bilingual) to prepare and deliver oral presentations internally and with customer teams
Strong analytical skills to identify and analyze cost factors for engineering designs and proposals
Strong organization, time management and creative problem-solving skills
Good leadership skills to guide and mentor the work of less experienced personnel
Requirements:
Ability to work remotely, autonomously
Ability to work independently and as part of a team
Ability to trave to other within country and outside of the country to support meetings and/ or projects
The candidate must function in a fast-paced project environment, and lead and collaborate in the development of engineered solutions for existing operations as well as for new customers along with pricing and proposals
Works closely in coordination with members of the business development team to successfully address proposal requirements.
Reviews various cost modelling methodologies, tools and techniques and software to determine appropriate uses and needs for upgrading.
Determines pricing costs and creates and maintains departmental pricing reports.
Analyses and reports trends on pricing. Develops recommendations based on findings.
Supports all major phases of the solicitation process such as, specialized and/or more complex requests for information (RFI), complex RFP responses, and complex aspects of negotiations, to determine feasibility and areas of financial risk.
Excellent analytical, problem solving, and decision-making skills.
While performing the duties of this job, the employee frequently is required to sit, reach with hands and arms, and talk. The employee is regularly required to use hands to finger, handle, or feel. The employee must occasionally lift and/or move up to 15 pounds. The employee is regularly exposed to ambient lighting and temperate climate conditions.
Candidates must be within 250 miles of an APL Logistics facility or office.
The typical starting salary range for this position is: $103,950 - $165,000.
The actual salary offer will take into account multiple factors including skills, experience, education and location. Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes bonus and benefits.
Candidates are eligible for the following benefits:
• PTO • 6 days sick time • 9 paid holidays • 1 paid "Personal Holiday" • Company Bonus Plan • 401(K) SAVE Plan • Annual Fixed Contribution • Medical, Dental, Vision, and Life & Disability coverage • Voluntary Benefits • Accident/Critical Illness/Hospital Indemnity Benefits • Tuition reimbursement and student loan assistance • Employee Assistance Program (EAP) • Health Savings Account (HSA) with employer funding and wellness incentives • Flexible Spending Account (FSA) • Employee Referral Program
ABOUT US
MAKING THE IMPOSSIBLE, POSSIBLE
APL Logistics provides innovative, global supply-chain solutions across Automotive, Consumer, Industrial and Retail markets. These solutions include Order Management, Distribution & Fulfillment, Customs Brokerage and Transportation products delivered across six regions. We also pioneered the use of visual data analysis and offer a robust Data Management and Analytics product suite to help you understand and solve complex problems that span systems and processes. Our brand was built alongside a culture of deep customer focus and attention, and we are known for providing flexible solutions to complex problems.
AT THE HEART OF OUR OFFERING IS A GLOBAL, CROSS-FUNCTIONAL ABILITY TO MANAGE CUSTOMER ORDERS FROM ORIGIN ALL THE WAY TO FINAL DESTINATION VIA A NETWORK OF GLOBAL PROFESSIONALS.
EEO Statement for US-
The company is committed to and supports equal employment opportunity and affirmative action to all employees and applicants for employment. Equal employment opportunity means equal treatment of employees and applicants without regard to the following legally-protected characteristics: race, color, religion, creed, sex (gender identity), pregnancy (including childbirth and related medical conditions), sexual orientation, marital status, national origin, ancestry, age (40 and over), medical condition, genetic information (including characteristics and testing), veteran status, physical or mental disability status or any other legally-protected status.
