Job Purpose
The Head of Trade is responsible for the overall volume development and GP of the trade covering Asia Pacific to Middle East, North Africa, Turkey and Africa. The individual drives and defines the trade strategy across the globe aligned with regions and countries.
The head is responsible for setting and executing the global carrier strategy inside the trade by personally managing and developing the relationships with our core carriers, and regional niche carriers (where needed) in the trade.
Furthermore, the role is part of the regional trade management team responsible for aligning and setting a clear direction for the FCL product development and growth in collaboration with the growth and M&S organization.
Key Tasks
1. Strategy and P&L Management
· Responsible for FCL P&L on the trade down to GP level.
· Define and drive trade strategy and growth country focused trade lanes.
· Ensure FCL budgeted business development in the assigned trade by setting and agreeing appropriate goals with carriers, countries, and partner regions.
· Ensure regular market information for the trade & communicate this to Trade Management, OFR network and M&S.
2. Carrier Management
· Manage and develop relationships with carriers, focusing on Strategic Partner Carriers in the trade and aligning with the global carrier strategy.
· Negotiate rates and other conditions like free times, credit terms etc. with carriers and conclude Service Contracts and Agreements in line with global strategy and according to corporate (legal) guidance.
· Centrally provides fundamental base (price, space, cooperation) for any FCL businesses on the trade.
· Monitoring core carrier adherence performance weekly and monthly by utilizing various available tools to achieve target with carriers based on latest estimate.
3. Lead, guide, strengthen and grow the global allocation and yield management team and create next level leaders.
4. Allocation and Yield Management
· Responsible (together with his team) for allocation management, which includes
§ setting up (weekly) allocations with all (core) carriers
§ maintaining agreed allocations in existing and future systems
§ managing supply (allocations) and demand (customer forecasted volumes and actual shipments/bookings)
§ ensuring that agreed processes (related to allocation management) are followed by countries
· Responsible for setting so-called “volume steering guidelines” which can vary per country
· Monitors actual volumes booked and shipped and takes corrective actions (= initiates carrier shifting) in order
§ to utilize available space
§ to fulfill carrier targets and contract MQCs
§ to optimize and maximize GP on customer, shipment, trade lane level
§ to optimize and maximize carrier incentives
5. Volume and Pricing
· Responsible for the Port-to-Port pricing.
· Work with Growth Team to achieve joint approach for the organization across the network for SME growth and Large RFQs.
· Utilizing own market knowledge to obtain more details to win/ retain customers.
· Provide CSI and DGF BC/MNC/IBDM (Region and Country) guidance & consulting on OFR buying conditions (rates, space, equipment availability, free time etc.).
· Steer Focus Trade lanes in close cooperation with RDM (Route Development Manager) team and overseas TM.
· Assist in customer business implementation by enabling carrier’s cooperation and understanding.
· Actively engage with key customers for the trade and sponsor the relationship growth with them.
6. Drive, support and/or co-ordinate global projects upon request.
Differentiator
- Clear result orientation and commercial mindset
- Strategic but action-oriented mindset which contributes to business
- Strong commercial sense and motivation to serve the customer
- Good negotiator, always having the aspired goal in mind
- Needs to be able to manage functional teams virtually
- Excellent networking abilities and impeccable interpersonal approach
- Able to lead larger internal and external meetings
- Feels comfortable in a corporate environment
- Likes to make decisions with significant impact to the network
- Readiness to coach people and likes to work across cultures
- Proven experience in Trade Management and Ocean Freight
Stakeholders
- Collaborate with internal stakeholders – Trade Management, Country Management, Sales, Gateways, Operational Management.
- Will cooperate with and drive execution with shipping lines and other external service providers.
- Regular customer facing activities.
- Build strong, trusting cross-functional relationships with DHL managers.
- Understand customer and key stakeholders interests and concerns and advise direct reports, customers and key stakeholders.
- Provide technical guidance to line managers and employees.
Management Responsibility
· Lead (directly or indirectly) multiple individuals on lower and same levels in a matrix setup to ensure policies and strategies are well aligned.
· The trade team reports to the Head of the Trade.
· This role reports to the Regional Head of FCL & Trade Management.
Skills
Strategy Setting & Implementation, Business Requirements, Business Case, Budgets, Project Management Tools, Change Management, Consulting, Technology Trends, HRIS, Integration, Reporting, Statistics, Data Analysis, DHL Business Knowledge, Business Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation
Qualifications & Key Requirements
- Bachelor’s degree (or equivalent)
- Experience working in a multinational environment and in a large corporation
- Must be able to travel internationally ca. 15-20%
- Min. 8-10 years of experience in the OFR forwarding industry
- Min. 5 years of experience in OFR allocation and yield management
- Used to work in a multinational environment and in a large corporation
- Seasoned leader with successful track record
- Good carrier contacts
