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Regional Route Development Manager Air Freight – DHL Global Forwarding Europe
Ref: req76407

Overall Role Purpose
Up-to-date market knowledge and identification of profitable trade lanes (combination of carrier/market expertise and customer knowledge)
Realistic understanding of own capabilities, footprint and required focus
Close collaboration between Product and Sales to
Optimize the cargo mix and generate higher margins (e.g. through better consolidation)
Generate more business on targeted trade lanes, especially from the BC segment through the right service offer at the right price
Implement rate changes quickly where required (e.g. PSS)
Joint Customer visits
Leveraging our size and network effectively to maximize opportunities and profit
Promotion of trade lanes through targeted campaigns
Tradelane Ambassador Subject Matter Expert on responsible lanes (market, capacity, customers, USPs, network).
Reports to
Head of Airfreight DGF Europe
Subject to final selected candidate
In alignment with overall product strategy:
CT pricing authority for RFQs and BC business on Trade lane (MTS rate feeds!)
Drive business development activities for
High Value Targets, select and price RFQs with strategic importance for his/her route.
Generate new business and assure profitable growth.
Support customer specific carrier procurement for designed and priced solutions
Part of the Regional Management Team
Partner to support execution of carrier strategy and steering
Generate high profile leads on assigned trade routes
Conduct overseas consignee selling trips, joint customer visits
Personally lead conversion of high value targets on assigned trade route (hunt)
Own high value key accounts on assigned trade (trade route 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
Generate new business and assure above market growth
Analyze market on assigned trade and determine right pricing levels and market development
Own MTS pricing levels on assigned trade
Personally develop solution and pricing for high value targets on the trade
Support carrier strategy execution for assigned trade
Guide procurement for high value targets on the trade
Assist as senior level escalation point for operations/carrier issues on the trade
Develop and market solutions to be sold for assigned trade
Act as expert for trade solutions
Out of Scope
Management of small overseas quote requests and sales lead assignment
Act as full time Key Account Manager for MNC/CSI accounts
Carrier procurement for BMT/HoP won bids
Internal view
Expert on trade lane
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
Part of the Regional Management Team Partner to support execution of carrier strategy and steering
External view
Subject matter expert on one particular or a combination of trade routes country/subregion-region (e.g. Germany – North America)
Full understanding of market situation, available services, understanding of carrier developments and implications
Understanding of trade from industry vertical
view point (Example: Automotive Cluster DTW)
Understanding of competitor solutions and
Skills / Qualifications
Key capabilities
High profile product knowledge with operational background and a strong commercial mindset
Highly recognized forwarder known to carrier community for Trade as well as within DGF. Corresponding education
Proven track record on Airfreight solutions and pricing
Good network internally and externally esp. to regional PCM Trade Managers Contacts on carrier side, known to Country Product Managers and MDs.
Expected years of experience (Minimum)
10 years' experience in different Air Freight positions in a multinational logistics company with experience in the respective area.
Expected Educational Qualifications
University degree in Business Administration or related area education along with comprehensive specialist know-how and managerial capabilities gained through long term international work experience.
Facts and Figures

Division V2, Global Forwarding, Freight
Business Unit DHL Management AG

About the company

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 285,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world's leading postal and logistics Group, Deutsche Post DHL and encompasses three divisions: DHL Express, DHL Global Forwarding, Freight and DHL Supply Chain.

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