Regional Head of Trade Management AM

Job Title: Regional Head of Trade Management AM

Job Location: New York, NY

The Regional Head of FCL & Trade Management is responsible for the overall volume development and GP of the trades in and out of the region. The individual drives and defines the trade strategies across the region aligned with global.

The regional head is responsible for setting and executing the global carrier strategy inside your region by personally managing and developing the relationships with our core carriers, and regional niche carriers (where needed) in the region.

Furthermore, the role is part of the global trade management leadership 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

• Strategy & P&L management
• Responsible for FCL P&L and product development.
• Define and drive trade strategies and growth trade lanes.
• Ensure FCL budgeted business development in the assigned trades by setting and agreeing appropriate goals with carriers, countries, and partner regions.
• Ensure regular market information for all trade lanes & communicate them to Trade Management, OFR network and M&S.

Carrier Management

• Manage and develop relationships with carriers, focusing on Strategic Partner Carriers in the region 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 a regional and global level for all volumes from and to the region.
• Drive optimization of local charges across the region
• Monitoring core carrier adherence performance weekly and monthly by utilizing various available tools to achieve target with carriers based on latest estimate.
• Lead, guide, strengthen and grow the regional trade management team and create next level leaders in individual trades.

Allocation and Yield Management

• Responsible (together with his team) for allocation management on his export trades, 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 trade and 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

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 region and sponsor the relationship growth with them.
• Drive, Support and/or co-ordinate global projects upon request.

Reporting lines

• Lead (directly or indirectly) multiple teams or individuals on equal or lower levels in a matrix setup to ensure policies and strategies are well aligned.
• The Regional Trade Heads and Trade Teams reports to the Regional Head of FCL & Trade Management.
• This role reports to the Regional Head of Ocean Freight and functionally to the Global Head of FCL & Trade Management.

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
• 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

Other requirements

• Must be able to travel internationally ca. 20%
• Min. 8-10 years of experience in the OFR forwarding industry
• Used to work in a multinational environment and in a large corporation
• Seasoned leader with successful track record
• Good carrier contacts