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Regional Ocean Freight FCL Trade Lane Manager APAC

Date: 13-Jul-2019

Location: Singapore, Singapore

Company: Panalpina

Req ID: 157186
Job Function: Ocean Freight
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Management
Purpose of the Position

The Regional Ocean Freight FCL Trade Lane manager acts as a revenue manager along trade lanes on a door/door basis, steering volumes and price levels, and to provide access to ocean freight capacity of carriers in line with the demand and at least possible cost to enable cost optimal production and to profitably grow Panalpina’s business.

The primary purpose of this role are:

1. To plan and manage demand and supply per major trade lane

2. To define corrective actions with sales organization and countries to reach agreed sales/ yield targets and carrier commitments

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 optimize the Panalpina Group’s Global Cost of Sales for Ocean Freight FCL on a door/door basis within trade lanes

5. To develop and execute a globally binding procurement strategy with clear split of responsibilities for procurement activities between Corporate, Countries and business units

6. To negotiate and contract carriers in line with product and carrier strategy

7. To ensure effective supplier relationship and regular performance management of carriers

8. To act as the top level contract vis-à-vis Panalpina Countries and carriers within the geographic region

Key Tasks

Trade lane/ Route Network Planning

* Develop trade lane strategy, that supports corporate product strategy and that is aligned with IVs and Countries

* Develop and maintain the Trade lane master Plan planning process

* Develop Trade lane Master Plan, including volumes, revenues and gross profit. Coordination of data gathering, development of objectives and action plan with the Corporate trade lane managers and the country TLDs concerned

* Coordinate the implementation of Trade Lane Master Plan actions regarding procurement and cargo flow management on respective trade lane with the Country

* Implement and conduct trade lane performance management; provide monthly feedback to Global Head of the Ocean Freight FCL on trade lane performance and outlook next month (trade lane performance vs. plan)

* Create special competitive research and market studies on products and service for top trade lanes; provide input to product management for strategy definition

Capacity Planning and Management

* Preparation of capacity plans based on the aggregation of short-term capacity forecasts (1 month) from Corporate IVs and Corporate Trade Lane Sales

* Develop the capacity Plan for the trade lanes based on the Trade Lane master Plan and the negotiated carrier portfolio with the involved TLMs and with Corporate Ocean Freight FCL procurement

* Ensure the balancing of capacity demand and supply and provision of high-quality capacity plans for strategic sourcing initiatives within procurement

Trade Lane Selling Prices

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

* Ownership of the central sell rate repository; ensure up to date and confirmed rates in the central rate repository

* Provide Tender Management with full visibility of proposed selling rates, to allow efficient first round bidding; support tender management in case of rate related questions.

Procurement Strategy

* Define and execute against product procurement strategy in alignment/ agreement with product management

* Develop and maintain the procurement planning process

* Define global guidelines for the centralized procurement and capacity management processes and structure on Country level in cooperation with Country Head of Ocean Freight

Carrier Selection and Contracting

* Prepare and conduct (electronic) tenders (RFP/RFQ) and develop selection criteria

* Negotiate core carrier master conditions and ensure best possible ocean rates including charges closely linked to the ocean transport, capacity and service agreements and related incentives

* Select corporate core carriers according to the negotiations and in accordance with the core carrier strategy

* Develop and maintain contract standards

* Set KPI framework to be considered in the Country for specific SLAs with carriers

Trade lane Procurement

* Execute strategic trade lane procurement based on the capacity plans provided from the trade lane management; coordinate with Country procurement and delegate procurement activities

* Procure capacity on major trade lanes in accordance with procurement/ carrier strategy

* Perform pricing analysis and resolve Country concerns

* Provide MORs o Country Products as basis for MSR definition

Ocean carrier and Subcontractor management

* Monitor and control performance of Strategic and Preferred Ocean Carriers

* Coordinate local volume performance reviews and consolidate feedback for global review meetings

* Establish and implement ‘Country Carrier Policy’ ACP following ‘Global carrier Policy’ and the ‘Strategic Target Plan’

Management of Buying Rates

* Provide input to Corporate tender management on buying rates, consolidation opportunities and capacity constraints

* Create and maintain buying rate visibility by implementing rate database on a global level

General Management

* Direct Management of the following teams:

* Corporate Ocean Freight FCL Trade lane management

* Corporate Ocean Freight FCL Procurement

* Steer and guide industry verticals to reach revenue/ margin targets and ensure alignment with trade lane strategy

* Control / monitor adherence on Country procurement to globally agreed procurement standards

Decision Making Authority


* Management of departmental budget and cost center

Trade lane & Capacity Management

* Short term network and infrastructure changes in sync with network strategy and

in collaboration with the Country Manager

* Short terms prioritization of customers in case of recurring capacity shortages in

* line with sales guidelines and after consultation with Corporate Sales


* Final carrier selection

* Allocation of forecasted volume to specific carriers within the carrier portfolio based upon the agreed carrier strategy

* Enforcing adherence to carriers in the capacity plan

* Negotiation and contracting as per signing powers delegated by the Global head of Ocean Freight of

• rate agreements with core carriers

• capacity commitments

* Approval of local rate agreement as per competency sharing agreement

Function/market & Industry Knowledge/Business Acumen/Process Working

Good Knowledge of:

* Panalpina’s strategy and products

* Panalpina’s strategy industry verticals

* Regulatory aspects

* Market (customer, competitors, suppliers, overall environment)

* USA rules and regulations (FMC)

* Local laws and regulations

* Subcontractor management

* 3rd party contacts

* Supply Chain Management and logistics

* Forwarding and Supply Chain Management System

* Freight forwarding operations

* Business administration

* Supplier management

Profound knowledge of

* The ocean freight industry

* Trends and opportunities

* Markets within top Panalpina trade lanes

* Evaluation and negotiation processes, especially concerning service contracts and incentive programs

* Procurement and capacity management for ocean freight responsibility while managing risk

* Integrate and coordinate resources across functions and boundaries, building and using networks, encouraging collaboration across border, 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


Good ability to

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

* Focus on customer service as 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

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


Good ability to

* Present and articulate

* Work under pressure and deal with tight deadline 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-culture sensitivity

* Is authentic, positive, honest and open

* Is result oriented and places great emphasis on customer focus

* Has a high propensity to travel

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

Educational background/ Work experience

* Bachelor’s degree in Business Administration/ Economics/ Logistics or Freight forwarding apprenticeship

* 5-10 years of work experience

* 5-10 years of overall industry experience

* International working experience preferred

Language Skills

* German (written and spoken) preferred

* Fluent in English (written and spoken)

* Other languages (written and spoken) preferred

Computer Literacy

Good knowledge of

* Microsoft office Software (excel, PowerPoint, word and other)


* FCL tariff systems