Director of Yield

Develop and implement the enterprise yield strategies, policies, and initiatives to ensure long term performance, sustainability, and profitability of the organization in conjunction with the corporate vision and goals.

• Maintain and evaluate key departmental performance indicators to assist with measuring employee performance and engagement.
• Maintain and update departmental processes/procedures; focusing on efficiency, accuracy, and profitability.
• Provide business analytics involving revenue and expense to multiple departments.
• Integral involvement in the management of prominent accounts that yield significant contribution and profitability for the organization.
• Quick, accurate, and often autonomous decision making is required in accordance with strategy.
• Demonstrate strong leadership skills and the ability to effectively prioritize and/or delegate as needed to deliver the desired results to the business, shareholders, and customers.
• Provide analysis and recommendations designed to assist the organization meet its annual business plan as well as long-term objectives.
• Apply financial modeling methods to analyze pricing strategies.
• Produce flash and yield projections, as well as other ad-hoc reporting for upper management which provides visibility to progress towards business objectives as required.
• Produce yield reports on volumes, costs, contribution levels, and contract status to monitor performance.
• Identify and initiate discussions based on market research, competitive market intelligence, and pricing recommendations to pinpoint potential growth opportunities that support strategic goals for the commercial team.
• Evaluate and report on industry and economic trends which impact performance, forecasts, and the business plan.
• Analyze Market Segment reports and develop strategies to optimize sales and profitability.
• Maintain a comprehensive awareness of current rate levels, pricing fluctuations in the market, internal cost structures (including preferred inland arrangements), and the value of services offered to the marketplace in order to maximize yield and educate the commercial team.
• Routinely interface directly with upper management.
• Act as a resource to the commercial team, providing thought leadership to ensure actions maximize shareholder value.
• Participate in customer sales calls as required.
• Ensure full compliance with company policies regulating government contracts and anti-trust awareness.
• Maintain accurate records of all agreements in accordance with the record retention policy.
• Develop, lead, and implement continuous improvement initiatives around strategic planning, yield, and commercial reporting.
• Ability to work in a team-oriented environment, build strong interdepartmental connections across the organization, and maintain knowledge of departmental processes.

• Assists the Company in any necessary duties to achieve Company goals.
• Performs other related duties as assigned.
• Adherence to the Integrated Management System that covers Quality, Environmental, Safety, and Corporate Responsibility.

• Little or no direct supervision.
• A wide choice in selection, development, and coordination of methods within a broad framework of general policies.

• Mistakes and errors in judgment are significant and difficult to detect.
• Decisions may involve major expenditures and the preparation or presentation of data upon which management bases important decisions.

• This position involves regular work with information of major importance which, if disclosed, may be detrimental to the Company's interests.

• Purchases supplies necessary for performance of personal or immediate work group's job functions.

• Minimum of 5 years' experience in the shipping industry preferred.
• Proficient in Microsoft Office Suite applications.
• Access Database and Tariff experience preferred.
• Ability to read, analyze, interpret, and write general business reports, correspondence, and standard operating procedures.
• Must possess strong analytical, interpersonal, and communication skills with an entrepreneurial state of mind.
• Bilingual English/Spanish fluency preferred.
• Strong work ethic and positive attitude.

• Bachelor's Degree or higher in a related field, or equivalent combination of education and experience.

• Sedentary work.
• Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull, or otherwise move objects, including the human body.

Visual requirements equivalent to clerical and administrative positions whose work deals largely with preparing and analyzing data and figures, accounting, transcription, computer terminal use, extensive reading, and similar activities
Equal Opportunity Employer
TOTE Services is an Equal Opportunity Employer - Affirmative Action and a VEVRAA Federal Contractor. We are committed to a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin disability, or status as a protected veteran. TOTE Services is a drug-free employer and a participant of the E-Verify Employment Verification Program.