Manager - Ocean Freight, Trade Management - FCL

As the MY Head of Trade Management, Ocean Freight, you will be a key driver in implementing and supporting the Global Ocean Freight Trade Lane strategy within the assigned Cluster. This leadership role requires a strategic and forward-thinking mindset to foster business growth, optimize procurement processes, and enhance market share in the Ocean Freight sector.

In this capacity, you will collaborate closely with regional and local teams to achieve organizational objectives. Your contributions will be pivotal in maintaining a sustainable and competitive carrier portfolio while upholding high-performance and quality standards to ensure the long-term success of our operations.

Key Responsibilities

1. Business Growth and Profitability

• Drive and achieve business growth exceeding market rates while maintaining profitability within the assigned Cluster.
• Facilitate growth through regular customer and country/branch visits.
• Identify and target strategic accounts, creating opportunities for expansion.
• Conduct consignee sales trips to strengthen customer relationships and promote growth.
• Collaborate closely with Cluster Ocean Solutions, Sales, and Sales Planning teams to identify and acquire strategic Full Container Load (FCL) accounts.
• Execute and promote the Ocean Freight PRIMUS plan, aligning with the trade strategy to achieve objectives.
• Support Request for Quotation (RFQ) pricing and strategies to ensure competitive market positioning.
  
  

2. Procurement Optimization

• Ensure highly competitive local charges to maximize cost efficiency.
• Align with regional benchmarks to balance central and local procurement opportunities for optimal outcomes.
• Foster strong relationships with local carriers and key industry players to enhance collaboration.
• Support regional procurement discussions to optimize depot and inland agreements.
• Govern demurrage and detention processes to ensure cost control.
• Implement DB Schenker’s Global Ocean Carrier strategy within the assigned country/branch, increasing VIP contribution to product results.
• Promote and train innovative procurement models, concepts, and initiatives to enhance product competitiveness.
• Execute and monitor the globally binding Trade Lane strategy within the cluster, ensuring clear responsibilities between global, regional, and local stakeholders.
  
  

3. Market Share Expansion

• Expand Schenker’s local market share and FCL footprint by identifying and leveraging opportunities through Vertical Markets (VMs), enterprise accounts, and field sales.
• Collaborate with the Ocean Freight Trade team to implement tailored solutions that bolster market presence.
  
  

4. Margin Management

• Work with country/branch teams to implement intelligent pricing strategies, aligning with the Regional Head of Trades to grow the local FCL footprint.
• Price FCL rates for various Ocean Freight business opportunities, focusing on local opportunities while ensuring procurement effectiveness and profitability.
• Provide pricing guidance to support profitable growth on an end-to-end basis.
• Promote and support innovative pricing models to enhance competitiveness.
• Balance margin optimization with aggressive growth strategies.
• Maintain and administer buying rates, ensuring transparent and easy access to authorized group pricing.
  
  

5. Carrier Portfolio Management

• Oversee carrier performance and ensure adherence to contracts and agreements to support Trade Lane strategies.
• Manage sufficient and dynamic seasonal allocation in alignment with planning and regional requirements.
• Monitor carrier quality KPIs, addressing deviations such as data accuracy, invoice quality, and timely information availability.
  
  

6. Trade Lane Optimization

• Enhance local Ocean Freight Trade Lane activities by implementing a Trade Lane Management (TLM) structure in collaboration with the Regional Head of Trades and Cluster Ocean Freight Manager.
• Optimize operational efficiency while aligning with regional and global trade objectives.
  
  

Other Responsibilities

1. Budget Management

• Align, implement, and monitor the Cluster/Country FCL Trade Lane budget with partner regions and countries.
• Define and execute the Cluster and Country Trade strategy in coordination with stakeholders.
• Monitor and control FCL volume performance and GP performance, addressing deviations in cooperation with the Cluster.
  
  

2. Market Intelligence

• Provide regular market analysis and reports to country/branches, sharing insights on the local Ocean Freight FCL market in close collaboration with local Ocean solutions teams.
• Update branches on the latest market developments and identify competitive weak spots to capitalize on opportunities.
  
  

3. Key Performance Indicators (KPIs)

• Drive TEU growth in collaboration with country/branch teams.
• Support GP growth and manage deviations with country/branch stakeholders.
  
  

4. Global VIP Program Optimization

• Contribute to optimizing the global Volume Incentive Plan (VIP) program through active participation at the cluster and country levels.

• Minimum 10 years of experience in the Ocean Freight business.
• Proven experience in customer-facing roles, including Operations, Sales, and Business Development.
• Highly developed social skill sets, including strong relationship-building and networking competencies.
• Entrepreneurial mindset with a proactive approach to business opportunities.
• Exceptional negotiation skills and a professional, representative appearance.
• High degree of flexibility and adaptability to changing business needs.
• Willingness to travel frequently, including overseas trips, and engage in regular customer visits.
• Excellent command of English, both written and verbal.
• Proficiency in Microsoft Office applications.

Professional Development

We’re strong believers in continual training and development for our people. After all, your success is our success.

Total Rewards Package

DB Schenker Malaysia provides a Total Rewards Package comprised of competitive wages, comprehensive benefits and reward systems.

Work-life Balance

Our vacation and leave policies reflect our belief in proper work-life balance.

Employee Insurance Benefits

We provide comprehensive insurance package including Group Hospitalisation & Surgery (GHS), Group Personal Accident (GPA) & Group Term Life (GTL).

At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.

To be considered for this position you must have valid rights to work and live in Malaysia