Trade Director

Job Purpose

The Trade Manager is supporting the Trade Director / Trade Head to drive the overall volume development and GP of the trade in one direction. The individual drives and helps define the trade strategy for the direction of the trade where the responsibility lies aligned with regions and countries. The manager is responsible for giving input on 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 manager is part of a trade team in a specific region and supports the regional trade management team in aligning and setting a clear direction for the FCL product development and growth in collaboration with the growth and M&S organization.

Main Responsibilities

Strategy & PnL Management

• Responsible for FCL P&L on the trade direction down to GP level.
• Supports Trade Head to define and drive the trade strategy and country focus 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.

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.

Allocation and Yield Management

• Responsible for allocation management on his direction of the trade, 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.
  • Fulfill carrier targets and contract MQCs.
  • Optimize and maximize GP on customer, shipment, tradelane level.
  • Optimize and maximize carrier incentives.

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.).
• Supports Trade Head to steer Focus Tradelanes 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.

Support global projects upon request.

Required Skills

• 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.
• Excellent networking abilities and impeccable interpersonal approach.
• Able to lead internal meetings.
• Feels comfortable in a corporate environment.
• Likes to make decisions with significant impact to the trade.
• Likes to work across cultures.
• Proven experience in Trade Management a plus but not necessary.

Other Requirements

• Must be able to travel internationally ca. 20%.
• Min. 2 years of experience in the OFR forwarding industry.
• Used to work in a multinational environment and in a large corporation.
• Successful track record.

DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. We are looking forward to meeting you!

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