Ocean Freight Route Development Manager
DHL · Pasay
Role Purpose
Administer and support the implementation of plans and processes on relevant trades to drive the locally controlled OFR business as part of the OFR Growth structure, developing the local commercial strategy for one particular trade and in cooperation with Route Development Counterparts in overseas countries. Key country expert and go to person for any commercial questions regarding the assigned trade
Key Activities
- Drives growth across all ocean products within the appointed trade(s), and together with the local OFR management drives Field Sales to focus on those trade(s) as per the country ocean growth plan
- Provides guidance for local sales on where and what to sell, and personally engage in customer opportunities, including target customer characteristics
- Works with country sales to develop solid local growth plans and specific go-to-market strategies/value propositions, including focus customer/commodity/industry segments & customer target definitions from a product point of view
- Builds and executes an annual program of activities to support the growth required, g. sales campaigns (in alignment with Sales), must win RFQs, suggested investments required, etc.
- Engages relevant customer opportunities to support the local organization with a win strategy and pricing approach, regular customer meetings together with Sales are essential part of the job
- Drives country ship to profile follow up on customer wins to ensure won business materialize.
- Engages Trade Management for a solid understanding of the current market developments and procurement levels, in order to ensure competitive pricing is available for sales in the pricing databases and tools (eg. MTS)
- Drives engagement with overseas RDMs as per the trade plan and focus countries.
- Engages locally with carriers and procures as per Trade Management guidance
- Drives the required pipeline together with local Sales management to ensure it reflects the chosen focus areas and is robust enough to deliver on the required growth.
- Works with sales locally to ensure opportunities are moved through the funnel and pipeline velocity is increased. Drives effective pipeline reviews focused on real opportunities allowing profitable growth Makes decisions regarding final country pricing for tenders and quote requests on the assigned trade in local and global tender
Stakeholders
- Connect with and influence other specialist departments and 3rd parties e.g. external service providers.
- May convince others to accept new concepts, practices, and ap-
- Build strong, trusting cross-functional relationships with DHL managers and Sales
- Understand customer and key stakeholders interests and concerns and advise Sales, customers and key stakeholders.
- Provide technical guidance to line managers and
Management Responsibility
- Individual contributor who may manage two or fewer
- May direct the work of other lower level professionals or manage processes and programs.
- Coach and review the work of lower level
Skills
- FCL,LCL, Bulk, Reefer, Market Analysis, Capacity Management, Internal Rates, RFQ, Sustainability, Microsoft Excel, DHL Business Knowledge,
- Business Strategy, Presentation & Storytelling, Sales, Business Development
Qualification & Requirements
Education: Bachelor’s Degree or equivalent experience/qualification
Experience: more than 4 years
Language: Fluency in English plus local language is a minimum