Manager - Ocean Freight, Trade Management – FCL

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