Damco Recruitment 2016

Damco is one of the world’s leading providers of freight forwarding and supply chain management services. For more than 100 years, we have been providing our customers with transportation and logistics solutions that support the way they want to do business, wherever they are in the world.
We manage and serve some of the most advanced supply chains in the world; in a diverse range of industries. With a relentless focus on simplifying complex supply chains, we uncover efficiency improvements that enable our customers to cut their inventories, reduce operating costs, and make significant short-term savings for long-term competitiveness.

Job Description

Job Title: Trade Lane Manager

Job Summary

The role offers a great challenge and responsibility for someone who wants to have commercial responsibility. You can create a professional environment and let your commercial drive forward become alive.
Working in such a role requires a strategic impact on the organization and deep operative knowledge as well.

Key Responsibilities

Trade lane growth:

• Lead the commercial development of all air & sea products on in-scope trade lanes for all Damco segments.
• Year-on-year agreed volume & CM1 growth on each product and direction.
•  Sales control split in-line with general market conditions and to drive performance management
•  In collaboration with Area Commercial Management, monitor the progress of new business wins, supporting the development of the trade program, across all products and segments.

Planning:

•  Engagement of key commercial stakeholder in the trade planning process.
•  Optimization of the current and the future selected trade lane portfolio; e,g: market intelligence, growth and consolidation opportunities, etc…
•  Market insight to assist tenders
•  Support the Region HPS, ensure Trade Sales Lead Campaigns are successfully executed.

Profitability:

•  Monitor the CM1 profitability on the trade lanes and identify trends.
•  Support the development of trade related product initiatives, ie: LCL box, Air BSA, etc – considering all segments of business to support maximizing unit margins.
•  Support Area CCO or CO Management with Trade Pricing strategy.
•  Support the trade partnering process by upholding and policing the Premier segment pricing strategy guidelines – Suggested and Minimum selling rates.
•  Liaising with Product, support all segments to review lost opportunities to drive continuous improvement

Collaboration:

•  Tactical planning with key-stakeholders including:
•  Daily dialogue & support of area commercial teams
•  Support front line sales (all segments) with joint customer visits.
•  Engagement with Product/Carrier Management, area, region & global.
•  Validate carrier selection and cost guidelines with carrier & commercial management teams (bring the voice of the customer to the organization).
•  Agree suggested and minimum selling guidelines with Trade Lane partners & Area Sales Leadership, for input/update and publication of the Sales Pricing Tool.
•  Weekly conference call schedule: mobilise the collaborative process with overseas Trade Partner country/s, engaging with country Commercial & Product teams.
•  Agree the schedule, key participants and align sponsorship of bilateral trade visits between Trade Lane partnering countries (at least two per year, each).
•  Engage with the Premier program to support or align key initiatives that impact the development of trade, locally or overseas.

Experience

Who we are looking for

A commercial expert with 5+ years of relevant working experience in a Supply Chain / Logistics role , ideally from within industry with a proven track record of leading, managing and growing a sizeable commercial organisation

You have relevant experience and knowledge different commercial channels and approaches and are an expert in selling commercial strategies for air- and ocean freight, VAS customers.
The right person is customer centric, well versed in global supply chain processes and has willingness to learn and work in a fast-paced environment. You effectively communicate at all levels, and have a pragmatic, hands-on attitude in execution. You have high capacity for managing pressure and prioritisation and show a high sense of urgency. You have an analytical and structured approach towards problem solving.
A successful incumbent will be able to build a strong rapport, influence and show assertiveness with and towards various stakeholders and deliver beyond customer’s expectations.
An understanding of Business Management Tools and excellent communication skills fully fluent in Chinese and English rounds off the profile.