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U.S. Export Ocean Freight Trade Lane Development Manager (TLD) - TransAtlantic

Date: 19-Mar-2019

Location: Miami, FL, US

Company: Panalpina

Req ID: 157366
Job Function: Ocean Freight
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional
Purpose of the position

The Regional Ocean Freight `Trade Lane Development Manager (TLD)` acts as a driver and facilitator for GROWTH within the respective trade lane – focusing on Country (CA) and Country Key Accounts (CKA) Initiating jointly with the `Trade Lane Manager (TLM)`- `Development Campaigns` to ensure an adequate customer pipeline, considering usual customer attrition (business loss and down trade).

Functional collaboration with country `Route Development Manager (RDM) - at origin and destination.

The primary purposes of this role are:

1. To plan jointly (with TLM) development concepts (Tradelane Master Plan) – in line with `Road Map` targets.

2. Definition of customer cluster per sales channel (focus CKA, CA) – in close cooperation with involved countries (RDM).

3. To ensure targeted growth is achieved by coordinating the sales and procurement elements in a focused manner on strategically important trade lanes

4. To ensure professional market feedback and overall market reflection (incl. competitor analysis).

5. To actively drive customer interaction (jointly with RDM)

6. To act as an Ocean Freight / Tradelane specialist towards all involved PA country organizations.

7. Manage, steer and guide RDM network in collaboration with local, national or regional sales management

Key Tasks

Trade Lane Strategy Planning

* Be involved in the development of the Tradelane Master Plan, including volumes, revenues and gross profit. Coordination of data gathering, development of objectives and action plan with the TLM (on regional and country level).

* Coordinate the implementation of Trade Lane Master Plan actions regarding sales channel execution within the respective countries.

* Provide monthly feedback to Regional Ocean Freight Management on trade lane performance and outlook next month (trade lane performance vs. plan)

Trade Lane Growth

* Together with the Sales organization and the Corporate Ocean pricing organization, actively drive growth

* Validate the proposed MSR / pricing concept from the Regional and Country TLMs for assigned trade lanes; align with Country Heads of Ocean Freight and TLMs in case of dispute

* Support Sales with customer relations e.g. by participating in customer meetings as and when required

* Proactively manage the health of the pipeline for the corresponding trade assuring full alignment between product, sales and geography

Decision Making Authority


* Decision authority as delegated by the Regional Head of Ocean Freight FCL, in accordance with Panalpina regulations

* Signing power as defined in the global signing power policy

Function / Market & Industry Knowledge / Business Acumen / Process working

Good knowledge of

* Panalpina's strategy and products

* Panalpina’s strategic industry verticals

* regulatory aspects

* markets (customers, competitors, suppliers, overall environment)

* local laws and regulations

* subcontractor management

* 3rd party contracts

* Supply Chain Management and logistics

* forwarding and Supply Chain Management Systems

* freight forwarding operations

* business administration

* supplier management

Profound knowledge of

* the ocean freight industry

* market trends and opportunities

* markets within top Panalpina tradelanes as defined in scope of the role

* evaluation and negotiation processes, especially concerning service contracts and incentive programs procurement and capacity management for ocean freight

Skills & Competencies


Good ability to

* take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk

* integrate and coordinate resources across functions and boundaries, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise

* lead people, including hiring and retaining talent, directing reports, defining KPI's and monitoring performance

* recognize and nurture talent by advising, coaching, motivating and empowering others

* drive innovation, manage change and deal with ambiguity, devising effective change management processes


Good ability to

* organize, including prioritizing, planning, assigning and controlling objectives

* focus on customer service as a core value, increasing operational efficiencies and setting and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships

* influence and negotiate

* Has strong financial and business awareness, thinks analytically and is skilled at identifying business opportunities and setting respective strategy


Good ability to

* present and articulate

* work under pressure and deal with tight deadlines with high energy and resilience

* communicate and network using advanced inter-personal skills

* Profound ability to work in teams

* Has an international mindset and exhibits great cross-cultural sensitivity

* Is authentic, positive, honest and open

* Is result oriented and places great emphasis on customer focus

* Has a high propensity to travel

Educational background / Work experience

* Bachelor's degree in Business Administration/Economics/Logistics or freight forwarding apprenticeship

* 5-10 years of work experience (industry related preferred)

* International working experience preferred

Language skills

* Fluent in English (written and spoken) is required

* Other languages (written and spoken) are of advantage

Computer Literacy

Good knowledge of

* Microsoft® Office Software (Excel®, Word, PowerPoint® and others)

* SAP®

* FCL tariff systems