Ocean Freight Route Development Manager

DHL Global Forwarding; Pasay; On-site; PHP 900,000 - 1,500,000; Full time

Job summary

DHL Global Forwarding in the Philippines seeks an experienced professional to drive growth across ocean products within the assigned trade(s) and to collaborate with local OFR management and Sales to win opportunities. The role focuses on developing local go-to-market strategies, engaging customers, and ensuring a robust growth pipeline.

The candidate will coordinate with Trade Management and overseas teams to maintain competitive pricing and execute annual growth programs.

Qualifications

• Education: Bachelor’s Degree or equivalent.
• Experience: more than 4 years in relevant role.
• Language: Fluency in English plus local language required.

Responsibilities

• Drive growth across ocean products within appointed trade(s) and align with country growth plan.
• Guide local sales on what to sell and engage in customer opportunities.
• Develop go-to-market strategies and growth plans with focus segments.
• Build and execute an annual program of activities including campaigns and RFQs.
• Engage customers to support win strategies and pricing with Sales.
• Coordinate with Trade Management for pricing and market developments.
• Collaborate with overseas RDMs and carriers per plan.
• Drive pipeline with Sales management to ensure growth.
• Lead tender pricing decisions for the assigned trade.

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

Education

Bachelor’s Degree or equivalent experience

Job description

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