Role Purpose
The Route Development Manager is overall responsible to
Generate high profile leads on assigned trade
Conduct overseas consignee selling trips
Personally lead conversion of high value targets on assigned trade (hunt)
Own high value key account on assigned trade (trade specific, not CSI/MNC with cargo on many trades)
Steer solutions and pricing levels to be sold by field sales for assigned trade in own and overseas country
Analyze market on assigned trade and share feedback on market levels with Procurement & Capacity Management Team (PCM)
Review MTS pricing levels (for FAK cargo) on assigned trade and share feedback with PCM Team who can further take it forward and align with Carriers/Regional Teams
Personally develop solution for high value targets on the trade
Key activities
Subject matter expert on one particular or a combination of ocean trades country/sub region-region (India North America) from a CT perspective
Full understanding of market situation, available services, understanding of carrier developments and implications
Understanding of trade from industry vertical viewpoint (Automotive Cluster DTW)
Understanding of competitor solutions and behavior
Expert on trade lane with understanding of market
Deep understanding of service offerings of DGF (USPs) for the particular trade lane and overall
Spin doctor and multiplier for new solutions
Understanding of business profile of key customers on the trade lane, incl. personal contact to such customers
Drive business development activities for High Value Targets, support RFQs with strategic importance for his/her trade lane
Farmer for High Value customers on the trade
Candidates who may best fit this profile:
High profile product knowledge with operational background, strong commercial mindset
Worked previously with Highly recognized forwarder known to carrier community for Trade as well as within DGF CT, corresponding education
Proven track record on ocean freight solutions, Product, Operations and pricing
Skills / Qualifications
Product Knowledge in Ocean Freight Ocean Freight Pricing, Operations, Customer Services & Documentation.
Knowledge of the Indian Export & Import Trade, Trade Lanes / Routes and their Key Drivers, Commodities, Major Players
Trade Laws / Regulations
Knowledge of the Indian Shipping & Logistics Industry including Ocean services to / from India and their Operations, ICD / CFS set up in India, LCL Consolidation Market, Major players in these segments
Process Excellence
Vendor Management
Good communication and Business Process skills
Ability to achieve high levels of service delivery
Competences
Customer Orientation: Is focused on identifying and understanding each customer's needs. Expresses and acts on desire to assist customers in an efficient and friendly manner.
Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.
Cross Border Thinking: Thinks and acts across boundaries (e.g. between processes, units, divisions, countries). Respects different cultural values. Helps the integration of our group through proactive information sharing.
Commitment to Excel / Constructive Challenge: Challenges self and others to exceed standards and achieve extraordinary results, striving for best in class. Is not easily deterred when obstacles or delays are encountered. / Contributes to an environment where people at all levels stand up for their ideas and where the status quo can always be challenged for the better.
Building & Managing Partnerships: Uses interpersonal styles to create and sustain effective relationships with business partners (e.g. suppliers, joint venture partners, industry groups, competitors, governments, unions) and colleagues. Is open to approaches that meet mutual goals.
Influencing: Persuades others of the value of an approach or idea. Gains commitment and support and gets others to willingly take action.
Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.
Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.
Expected years of experience
6-7 years of experience in the Shipping & Logistics Industry
Experience in developing and executing strategic and tactical plans, in a large and dynamic environment.
Educational Qualifications
Graduate / MBA / Equivalent from a reputed Institute
