Commercial Director, China

1 week ago


Singapore Alcott Global Full time
Alcott Global is partnering with a specialized logistics company to look for a
Commercial Director, China. The role will be based in
Shanghai, or Shenzhen, or HongKong.

Role Overview
The Commercial Director shall act as a 'revenue manager' for the business, focused on:

  • The maintenance & development of specific trade lanes
  • Generating new volumes for the group, via local/regional procurement with alternate carriers, and new business development
  • Steering price levels in line with client/business demands
  • Increasing capacity, client involvement & profitability for the company
  • Contract and allocation/ocean freight capacity management for existing volumes & clients

The primary purposes of this role are:

  • Carry out the commercial direction of the HQ commercial team within the region
  • Optimize the Ocean Freight FCL efforts within trade lanes
  • Ensure targeted growth is achieved by coordinating the sales and procurement elements in a focused manner on strategically important trade lanes
  • Negotiate and contract carriers in the region, in line with product and carrier strategy
  • Ensure effective supplier relationships and regular performance management of carriers
  • Act as the toplevel contact between the company & carriers within the geographic region

Responsibilities

Management

  • Trade lane Management "acrossArea"
  • Capacity and Operations Management "acrossArea"

Develop and maintain strong relationships with core carriers

  • Maintain and develop the regional relationships with Carriers in China/Asia Region up to the Senior Management Level on behalf of the group
  • Act as a contact person for "acrossArea" carrier/procurement issues internally and with carriers externally
  • Agree and roll out carrier evaluation methodologies and guidelines to monitor and control core carrier activities that have been agreed/contracted for
  • Coordinate local performance reviews and consolidate performance feedback for global review meetings

Trade Lane / Area Procurement

  • Support the HQ Commercial Team, with regards to "acrossArea" procurement activities
  • Primary focus on China/Asiabased carriers
  • Execute strategic trade lane procurement based on the capacity plans of the business
  • Procure capacity on major trade lanes in accordance with procurement/carrier strategy
  • Perform pricing analysis and resolve Area concerns (e.g. capacity management / better pricing/selection of core carriers)

Business Development

  • Participate in joint customer (members of the network) visits
  • Support for Tenders / RFQs whereby the company participates
  • Direct Tender / RFQ Management for Shanghai Commercial / local sales leads
  • Handle Spot Rate procurement "acrossArea", in support of the LIDL program & other key accounts
  • Support Spot rate procurement for Shanghai Commercial / local sales leads
  • Reporting and analysis/analytical tasks on development activities

Digitalization

  • Actively involved in the company's software project, focused on the digitalization of the supply in China
  • Take part / lead in the commercial negotiation with carriers in China / Asia Region on behalf of the group, where those commercial negotiations relate to direct carrier booking activities & credit terms supporting such activities
  • Actively involve & sponsor in the company's contract & allocation management programs
  • Work with & involve in direct booking / IT activities of the group, working closely with the China operations team

General

  • Keep abreast of industry changes, market situations, and customer requirements. Update all respective working colleagues within the trade lane/geography on the changes in market conditions.

Qualifications

  • Bachelor's degree; advanced degrees or relevant certifications are a plus
  • 10+ years of professional experience
  • 5+ years experience within a global freight forwarding and logistics company
  • Strong English communication skills; German language skill a big plus
  • Negotiation and commercial skills, thinks analytically and is skilled at identifying business opportunities and setting respective strategies
  • Quick pickup, understanding and commitment to always follow clientspecific and internal company work processes, SOPs and KPIs, whilst setting the same for direct reports


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