Manager - Ocean Freight, Trade Management - FCL - Rapid Progression

Job Description:

As the Manager of Trade Management, Ocean Freight, you will play a crucial role in driving and supporting the Global Ocean Freight Trade Lane strategy within the assigned Cluster. This position demands a strategic mindset, focusing on business growth, optimization of procurement processes, and expanding our market share in the Ocean Freight sector. Working in collaboration with regional and local teams, you will contribute to the overall success of the organization by ensuring sustainable carrier portfolios, performance, and quality standards.

Job Description

Business Growth and Profitability: 

• Drive and promote business growth above market rates while maintaining profitability within the assigned Cluster. 
• Drive growth through regular customer and Country/branch visits 
• Set target accounts and identify strategic opportunities 
• Consignee sales trip 
• Close liaison with Cluster Ocean Solutions, 
• Sales and Sales Planning on regional identification and acquisition of strategic FCL accounts 
• Execute, promote and actively support Ocean Freight PRIMUS plan with focus on Trade strategy 
• Support RFQ pricing and strategies 

Procurement Optimization: 

• Ensure highly competitive local charges 
• In alignment with region benchmark central procurement vs. local procurement opportunities for the best results 
• Establish excellent working relationship with carriers on local level as well as local players 
• Support regional discussions to procure/optimize depot inland agreements 
• Demurrage/Detention Governance 
• Execute and cascade DB Schenker Global preferred Ocean Carrier strategy within assigned country/Branch, increase the overall VIP contribution to the Global Ocean 
• Freight’s product results support, promote and train innovative procurement models, concepts and initiatives to improve overall product competitiveness in clusters and/or trades within assigned region 
• Execute, support and monitor the globally binding Trade Lane strategy into the cluster/country/branch, and ensure the clear split of responsibility for Trade Lane activities between stakeholders (i.e., global/region/cluster/country/biz unit) 

Market Share Expansion: 

• Expand the local Schenker market share and FCL footprint by identifying and driving opportunities through various channels such as Vertical Markets (VMs), enterprise accounts, and field sales. 
• Work closely with the Ocean Freight Trade team to implement solutions that enhance market presence. 

Margin Management 

• Intelligent pricing in cooperation with country/Branch to increase footprint of the local FCL product in alignment with Regional Head of Trades 
• Price FCL rates for all kinds of FCL Ocean Freight business opportunities (focus on country/local opportunities), and support local Trade Teams to achieve best procurement results, as well as Pricing Guidance to achieve profitable growth (end-to-end basis) 
• Support and promote Pricing Models 
• Manage and balance Margin Optimization vs. Aggressive Growth 
• Administer buying rates (local charges, local rates upon request) with easy access to authorized group 

Carrier Portfolio Management: 

• Ensure proper performance and adherence to contracts/agreements enabling execution of Trade Lane strategy 
• Provide and manage sufficient allocation (seasonal-dynamic) in line with planning and regional requirements support Carrier quality KPI’s and provide input on deviations, eg data accuracy, invoice quality, in time availability of information etc. 

Trade Lane Optimization: 

• Optimize local Ocean Freight Trade Lane activities, implementing a Trade Lane Management (TLM) business structure in collaboration with the Regional Head of Trades and Cluster Ocean Freight Manager (COF)

Other responsibilities: 

Budget 

• Align, implement and monitor the Cluster/Country FCL Trade Lane budget with partner Region and country, as well as with the clusters/countries including execution, and defining the Cluster and Country Trade strategy 
• Monitoring and controlling of FCL volume performance, as well as GP performance, and management of deviations in cooperation with Cluster

Market Intelligence 

• Inform Region and share local Ocean Freight FCL market analysis in close cooperation with country/branch and local Ocean solutions 
• Provide regular Market Reports to country 
• Inform Countries Branches about latest development 
• Identify weak spots of competition 

KPI 

• TEU Growth in cooperation with Country/Branch 
• GP Growth and Management in cooperation with Country/Branch 

Global VIP Program Optimization: 

• Contribute to the optimization of the global Volume Incentive Plan (VIP) program through effective cluster/country-level participation.

Requirements:

• Min 10 years of experience in Ocean Business 
• Customer facing activities (Operations, Sales, Business Development) 
• Highly developed social skill sets 
• Entrepreneurial touch 
• Relationship and Networking competencies 
• Negotiation skills 
• Representative appearance 
• High flexibility 
• Frequent travelling (incl Overseas) 
• Regular Customer visits 
• Excellent English 
• MS Office knowledge