Job Purpose •\tTrade Director is responsible for 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. •\tThe director 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. •\tFurthermore, the role is often leading a trade team in a specific region and as 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.
Main Responsibilities
1.\tStrategy & PnL management •\tResponsible for FCL P&L on the trade direction down to GP level. •\tSupports Trade Head to define and drive trade strategy and country focused trade lanes. •\tEnsure FCL budgeted business development in the assigned trades by setting and agreeing appropriate goals with carriers, countries, and partner regions. •\tEnsure regular market information for the trade & communicate this to Trade Management, OFR network and M&S.
2.\tCarrier Management •\tManage and develop relationships with carriers, focusing on Strategic Partner Carriers in the trade and aligning with the global carrier strategy. •\tNegotiate 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. •\tCentrally provides fundamental base (price, space, cooperation) for any FCL businesses on the trade. •\tMonitoring core carrier adherence performance weekly and monthly by utilizing various available tools to achieve target with carriers based on latest estimate.
3.\tAllocation and Yield Management •\tResponsible 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 •\tResponsible for setting so-called “volume steering guidelines” which can vary per country •\tMonitors 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, tradelane level - to optimize and maximize carrier incentives
4.\tVolume and Pricing •\tResponsible for the Port-to-Port pricing. •\tWork with Growth Team to achieve joint approach for the organization across the network for SME growth and Large RFQs. •\tUtilizing own market knowledge to obtain more details to win/ retain customers. •\tProvide CSI and DGF BC/MNC/IBDM (Region and Country) guidance & consulting on OFR buying conditions (rates, space, equipment availability, free time etc.). •\tSupports Trade Head to Steer Focus Tradelanes in close cooperation with RDM (Route Development Manager) team and overseas TM. •\tAssist in customer business implementation by enabling carrier’s cooperation and understanding. •\tActively engage with key customers for the trade.
5.\tDrive, Support and/or co-ordinate global projects upon request.
Required skills •\tClear result orientation and commercial mindset •\tStrategic but action-oriented mindset which contributes to business •\tStrong commercial sense and motivation to serve the customer •\tGood negotiator, always having the aspired goal in mind •\tNeeds to be able to manage functional teams virtually •\tExcellent networking abilities and impeccable interpersonal approach •\tAble to lead internal and external meetings •\tFeels comfortable in a corporate environment •\tLikes to make decisions with significant impact to the trade •\tReadiness to coach people and likes to work across cultures •\tProven experience in Trade Management and Ocean Freight
Qualifications & Key Requirements •\tDegree holder, relevant post-graduate qualifications will be an advantage. •\tMust be able to travel internationally ca. 20% •\tMin. 5-8 years of experience in the OFR forwarding industry •\tUsed to work in a multinational environment and in a large corporation •\tLeadership potential with successful individual contributor track record •\tGood carrier contacts

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