Manager - Ocean Freight, Trade Management – FCL
Schenker Logistics (Malaysia) Sdn Bhd
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
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