Head of Export Trade

Job Title: Head of Export Trade

Job Location: Newark, New Jersey

The Head of Trade is responsible for the overall volume development and GP of the trade in and out of the countries involved. The individual drives and defines the trade strategy across the globe aligned with regions and countries.

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

Furthermore, the role is part of the regional trade management 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 on the trade down to GP level.
• Define and drive trade strategy and growth country focused trade lanes.
• Ensure FCL budgeted business development in the assigned trade by setting and agreeing appropriate goals with carriers, countries, and partner regions.
• Ensure regular market information for the trade & communicate this to Trade Management, OFR network and M&S.  

Carrier Management

• Manage and develop relationships with carriers, focusing on Strategic Partner Carriers in the trade 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 the trade. 
• 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 trade team and create next level leaders in the trade. 

Allocation and Yield Management

• Responsible (together with his team) for allocation management, 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 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 trade and sponsor the relationship growth with them. 
• Drive, Support and/or co-ordinate global projects upon request. 

Reporting lines

• Lead (directly or indirectly) multiple individuals on lower levels in a matrix setup to ensure policies and strategies are well aligned.
• The trade team reports to the Head of the Trade
• This role reports to the Regional 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%
• Minimum 8-10 years of experience in the OFR forwarding industry
• Experience working in a multinational environment and in a large corporation
• Seasoned leader with successful track record
• Good carrier contacts 

Pay Range: $150,637.50 - $200,850.00+ (Based on Experience)

Benefits: (All non-union employees)

Why join DHL Global Forwarding?

DHL Global Forwarding is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Work Authorization:

DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure the transport of all kinds of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. They also include special transport-related services.

#LI-RL2