Trade Lane Development Manager USA/Europe  

         

Trade lane growth:

• Lead the commercial development of all air & sea products on in-scope trade lanes
• Year-on-year agreed volume & Gross Profit (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 Regional Head of Premier Sales, ensure Trade Sales Lead Campaigns are successfully executed.

Profitability:

• Monitor the Gross Profit (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.
• CSO engagement on matters concerning trade.
• 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.

Quality:


• Responsible for ensuring that Trade Lane product standards and KPI metrics are maintained, escalating to key management stakeholders when required.
• With support from the GSC & Regional Premier Implementation lead, ensure that all Product Definition brochures are current and updated within SharePoint and the dynamic pricing process is effective
• Periodical participation in business forums, sharing experiences and continuously improving the TLM and trade development programs.
Who we are looking for
• High School Diploma or equivalent required; Bachelor's Degree or equivalent preferred
• 8 to 10 years minimum relevant experience in Trade Lane Management and front line sales within Europe/North America Trade Lanes. Experience of logistics network collaborative selling approaches.
• Has the ability to fluently communicate at all levels, internally and externally
• Polished presentation skills, persuasive & assertive
• Understands international forwarding and supply chain business trends and purchasing drivers
• Commercially and customer solution focused with strong point of sale skills
• Strong track record of Stakeholder Management within a matrix structure
• Able to work on own initiative
• Flexible & Reliable
• Tenacious
• Passionate about logistics, solutions and customers
• Numerate
• Fluent in both spoken and written English