VP, Head of FCL & Trade Management, Asia Pacific
DHL · Singapore
Ready to shape the next chapter of Ocean Freight trade management in Asia Pacific?
We are looking for a Regional Head of FCL & Trade Management to lead and further develop our regional trade organization. Over the past years, we have built a strong platform with experienced trade teams, solid carrier partnerships and clear commercial direction. The setup is ready to be taken to the next level in the years ahead.
This is a high-impact leadership role with responsibility for FCL strategy, growth and profitability across Asia Pacific. The successful candidate will shape regional trade priorities, strengthen carrier relationships, drive allocation, pricing and yield performance, and work closely with our countries, global trade management and commercial teams.
We are looking for an experienced Ocean Freight leader with a strong commercial mindset, deep trade and carrier knowledge, and the ability to develop teams and turn strategy into results.
If you are ready to build strong foundations and help shape the future of our FCL business in Asia Pacific, we would be keen to hear from you.
Job Purpose
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 & PnL 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 o 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 o 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, tradelane level
- to optimize and maximize carrier incentives
- Volume and Pricing o 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 Tradelanes 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.
Skills, Experience & Qualifications
- Bachelor's degree or equivalent.
- 8-10 years of experience in Ocean Freight Forwarding, including proven Trade Management expertise.
- Strong commercial acumen with a strategic, customer-focused, and results-oriented mindset.
- Effective negotiation, decision-making, and stakeholder management skills.
- Proven leadership experience managing virtual, cross-functional, and multicultural teams within a multinational environment.
- Excellent communication, networking, and relationship-building skills, with the ability to lead internal and external stakeholders.
- Established carrier network and strong industry relationships.
- Comfortable operating in a complex corporate environment and driving initiatives with regional impact.
- Passion for coaching and developing people.
- Willingness to travel internationally (approximately 20%).