Vijaya Kumar

Results-driven Pricing, Procurement and Project professional with 15+ years of experience in multi-national organizations spread over 3 key geographical regions. Proven track record of developing strategic sourcing initiatives, negotiating competitive rates with ocean, air and land carriers, and reducing procurement costs. Adept at analyzing market trends, mitigating supply chain risks, and driving profitability in dynamic, fast-paced environments.

Industries Domain: Automotive, BPO and Logistics.

Region: India, Thailand and United Arab Emirates

Manager – pricing & procurement at AW ROSTAMANI Group (2025-01 – Present)

• Proactively execute the pricing process from rate sourcing up to sharing multiple options to Sales/Client.
• Once the shipment is confirmed, coordinate with the relevant agent/ shipping line/airline and ensure the best rates and send a routing order.
• Receive inquiries, confirm details with Sales/ CS. Communicate with agents/ shipping lines/airline to source the best rates.
• Use contacts effectively to source the best rate in the market.
• For export shipments: Coordinate with relevant multiple service providers locally and ensure to source the best competitive rates in the market. For DDU/ EXW shipments, need to source rates from multiple agents at the destination as well.
• For import & cross-trade shipments: Coordinate with multiple agents in the country of shipment origin and ensure to source the best competitive rates in the market. For DDU/ EXW shipments, need to source rates from multiple agents at the destination as well.
• Respond to all sales inquiries regarding the updated status of rates, by e-mail or phone in a timely manner
• Proactively contact the Sales/ CS and provide a clear and concise explanation of any delays in rate sourcing specifying the reason(s) for the delay and coordinate with Sales/ CS on any additional information needed.
• Follow up with Sales/ CS for the feedback on each rate quoted.
• Negotiate with vendors once the target rate is received. Record the inquiries in the daily report with updated status.
• Relationship building with carriers: Making strong relationships that lead to quicker response time and better rates.
• Efficiency in handling urgent cases of rate quotations.
• Increasing the number of carriers, we work with.
• Reducing dependency on a single carrier for all mode of transport (sea, air and land)
• Carrier availability/efficiency rate.
• Evaluate carrier capacity to respond to urgent demands/response time.
• Evaluate the quality of the response.
• Procurement cost reduction: Cost savings with carrier negotiations.
• Better negotiation with carriers.
• Internal team communication efficiency to keep teams/management well informed.
• Space release from carriers.
• Filling credit with carriers.

Manager - Business Development & PROJECTS at BDP GLOBAL PROJECT LOGISTICS LLC (2021-11 – 2024-12)

• Client Relationship management for existing and new prospects clients using meetings.
• Presenting company's product & services to client and analyzing client's requirements.
• Working on the RFQ's/Contracts as per client's requirements and conveying to key operational users and management within organization.
• Work closely with Pricing/product procurement team for RFQ's/Contracts costing & negotiations.
• Business plan preparation and submission to management with detailed view about the RFQ's/RFP/Contracts business of clients.
• Sorting out the conflicts within the team if any deviation in the pricing, technical and operational issues.
• Final proposal submission to client based on Management approval.
• Finalizing RFQ/RFP/Contracts with Client and process registration process within organization.
• Work according to company's & Trade Compliance rules and regulations.
• Applying Incoterm knowledge towards business processing and to avoid financial & trade conflicts.
• 642K AED GP target set for 2022 of which YTD 70% achieved (approximate result)
• 11 new accounts gained in both OFR & AFR in 2022 YTD
• Commodities developed: mining heavy equipment, perishables, chemicals (hazardous and non-hazardous), and other general cargo.

Account Analyst – COMMERCIAL Pricing & global procurement at DSV AIR & SEA DWC LLC (2017-12 – 2021-10)

• Pricing Support function for UAE Business development team – Pricing procurement, negotiation, quotation and closing a deal.
• Engage with new and existing clients for the quotation purpose.
• Distribution of company's product & services to client and analyzing client's requirements.
• Price & service flyers to the customers on weekly basis for LCL,FCL,Air freight service.
• Working on the RFQ's/Contracts for BD team as per client's requirements and conveying to key operational users and management within organization.
• Procure rates from overseas counterpart for the RFP/RFQ's/Contracts rate agreements.
• Maintain the master rate sheet for UAE region with the support of global procurement teams and utilizing based on client's trade lane price requirements.
• Sorting out any price disputes in master rate sheet in CW1 by coordinating with respective global counterparts.
• Business plan preparation and submission to management with detailed view about the RFQ's/RFP/Contracts business of clients.
• Prepare IOP, SOP and Freight quotation for both Adhoc and contracts business through Cargo Wise (CW1) tool.
• Final proposal submission to client based on BD and Management approval.
• Finalizing RFQ/RFP/Contracts with Client and process registration process within organization.
• Working closely with global compliance team where projects according to company's & trade Compliance rules and regulations.
• Applying Incoterm knowledge towards business processing and to avoid financial & trade conflicts.
• Training Salesforce and MS Dynamics tools to new Business Development team.
• Highest WIN Ratio vs. Open Pipeline Opportunities within the pricing support team (3 FTE).
• Total of 18 WINS per annum reported (inclusive of both existing and new accounts).
• Year-end portfolio value was 250K AED GP.
• Acquired 12 NEW accounts on my own which generated 150K AED GP (10 NFR) on top of supporting the full commercial team (14 FTE).

co-ordinator- pricing, USA Trade team at GLOBLE LINK WESTAR SHIPPING UAE LLC (2016-12 – 2017-11)

• Prepare and issue freight quotations for ocean, air, and land shipments for import customers.
• Negotiate rates with carriers, shipping lines, and overseas agents to secure competitive pricing.
• Support the sales team by providing timely and accurate pricing for customer inquiries and tenders.
• Maintain and update rate sheets, tariffs, and pricing databases.
• Negotiate rates with vendors to ensure competitive and profitable pricing.
• Analyze market trends and freight rate fluctuations.
• Work closely with operations and documentation teams to ensure smooth shipment execution.
• Ensure all quotations comply with company policies and service capabilities.
• Prepare Routing order along with IOP, SOP, official quotation to Customer service and sales team.
• Maintain records of quotations and follow up for business conversion.

Co-ordinator (PRICING & Business support) at MFC UAE LLC (2014-04 – 2016-11)

• Prepare and issue freight quotations for ocean, air, and land shipments.
• Negotiate rates with carriers, shipping lines, and overseas agents to secure competitive pricing.
• Maintain and update tariff and rate databases for internal stakeholders.
• Conduct cost analysis to balance profitability with customer satisfaction.
• Analyze market trends and freight rate fluctuations
• Provide pricing insights and recommendations to sales and operations teams.
• Collaborate closely with sales teams to provide accurate and timely rate proposals.
• Support business development initiatives through strategic pricing for tenders and bids like RFQ, RFP and Quotation through QMS (Quotation Management system).
• Ensure all quotations comply with international trade regulations and company policies
• Maintain accurate records of pricing agreements, contracts, and freight cost data in QMS tool.
• Invoicing and Payment Ageing follow-up support.
• Support audits and reporting requirements related to freight pricing and procurement.

Senior customer service representative (Centre of Excellence) at aGILITY iNDIA PRIVATE LIMITED (2012-12 – 2014-01)

• RFQ, RFP, Quotation, Customer service, Pricing Negotiations, Overseas Coordination, close deal.
• Shipment Tracking, Invoicing and Payment follow-up.

Shipping control project implementation (2011-04)