Head of Trade - Transpacific Eastbound

DHL Express; Newark (NJ); Remote; USD 151,000 - 201,000; Full time

Benefits offered by this job

401(k) Match

Stock Purchase Plan

Medical coverage

Vision coverage

Dental coverage

Paid Time Off

Job summary

DHL Global Forwarding is seeking a Head of Trade for the Transpacific Eastbound region. The role oversees global trade strategy, carrier management, and GP optimization while leading a regional trade management team.

Based in the United States with travel up to 20%, the leader will coordinate with Growth and M&S to drive growth, set volume targets, and ensure alignment with corporate guidance and regional objectives.

Qualifications

• Seasoned leader with track record in trade management and ocean freight.
• Minimum 8–10 years of experience in OFR forwarding.
• Willingness to travel internationally (~20%).
• Experience in a multinational environment and large corporate setting.

Responsibilities

• Define and drive global trade strategy across regions and countries.
• Negotiate rates, terms, and service contracts with core and regional carriers.
• Lead and develop the trade team, ensuring alignment with global strategy.
• Monitor volumes, allocations, and GP targets; optimize space and incentives.
• Collaborate with Growth Team for SME growth and RFQs.
• Provide guidance on buying conditions and market information to OFR teams.

Skills

Strategic mindset

Negotiation

Virtual leadership

Networking

Decision making

Cross-cultural

Trade management

Ocean freight

Carrier relations

GP optimization

Job description

Job Title: Head of Trade - Transpacific Eastbound

Job Location: Anywhere within the United States

Description

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 & PnL 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 TradeManagement, 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, tradelane 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 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 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%
• Min. 8-10 years of experience in the OFR forwarding industry
• Used to work 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+

Benefits (All Non-Union Employees)

• Compensation: Competitive base salary plus role dependent performance-based incentives.
• 401(k) Match: $1-for-$1 match up to 4% quarterly + 2% annual base contribution.
• Stock Purchase Plan: Ability to purchase Deutsche Post AG shares at a discounted rate.
• Medical: Comprehensive plans covering preventive care, inpatient/outpatient services, and prescriptions.
• Vision: Optional coverage for exams, frames, and contacts.
• Dental: Optional coverage for preventive, basic, and major services.
• Paid Time Off: 7 major holidays, 8 floating holidays, and accrued vacation/sick days.

Why Join DHL Global Forwarding?

At DHL Global Forwarding, we invest in our employees’ growth, providing training, guidance, and career advancement opportunities. We believe in building careers, not just jobs, and empowering our team to develop skills and achieve long-term success.

Be part of DHL Group, the world’s leading logistics provider, operating in 220+ countries. DHL Global Forwarding (DGF) is a global leader in air and ocean freight, with 30,000+ employees ensuring seamless transport and supply chain solutions. Explore careers with us: DHL Careers.

Equal Opportunity Employer

DHL Global Forwarding is committed to equal employment opportunities, evaluating all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.

Work Authorization

Applicants must be legally authorized to work in the United States. Visa sponsorship is not available for this role.