Head of Ocean Freight Growth

Would you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? Then waste no time and join our amazing team at DHL Group. DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean, and road freight specialist. We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.
Job Purpose:
To ensure the overall OFR growth initiatives in their country/cluster. The individual guides the country pricing strategy required to achieve the growth ambition and drives execution of this into the stations, including the implementation of relevant value propositions and solution design to support the growth. Furthermore, the role is responsible for aligning and setting a clear direction for growth in collaboration with the M&S organization. This includes all sales channels – CSI/MNC/SBC, BC, and digital. Managing the product commercial organization around OCC and RDM structures.
DHL Global Forwarding has an opening Head of Ocean Freight Growth, Johannesburg, South Africa. Join us in connecting people and improving lives!
In this Head of Ocean Freight Growth position
Volume Growth & Tender Management
Drive volume growth across all Ocean freight products in close coordination with station management and Country/Regional Product Heads. Together with Trade Management, drive the focus on trade lanes and countries as per the Trade Lane Plan.Manage the country OCC team.
Oversee all tenders run through the country / cluster OCC as part of the global and country RFQ process,and ensure efficient execution with all stakeholders.
Set competitive pricing and manage rate setting across global, regional, and country-level business.
Manage the feed into the automation for tender management setup.
Spearhead RFQ analytics to improve win ratios from a country / cluster perspective.
Drive risk-taking analysis and proposals to deliver strategic growth targets.
Drive country-led RFQs to increase growth.
Drive ship-to-profile on tender business.
Drive demand planning and routing guide input for the country.
Ensure complete, timely, and accurate loading and maintenance of selling rates across MTS, CW1, and RMS
Proactively identify and eliminate gaps in auto rating
Ensure local quotations are in line with global charge code guidance
Support service delivery in the timely resolution of rate disputes
Ensure FMC compliance through timely and accurate NRA issuance and acceptance
Ensure customer agreement is accurately documented and effectively handed over to operations (incl. special agreements on non-standard services, surcharge methodologies etc.)
Cost Management
Lead local contract negotiations and manager supplier performance
Support the country Head of Ocean Freight in maintaining local carrier and other supplier relationships.
Ensure complete, timely and accurate maintenance of a buying rates repository for all local charges incl. but not limited to origin/destination handling charges, pick up and delivery fees as well as demurrage, detention and storage
Ensure complete, timely and accurate loading and maintenance of buying rates across systems such as CW1, RMS and CW1 DDS Module/DDH
Drive cost of sales reductions by optimizing buying conditions of all local charges incl. but not limited to origin/destination handling charges, pick up and delivery fees as well as demurrage, detention and storage in collaboration with trade management, procurement and ICC (if applicable)
Proactively identify and eliminate gaps in auto costing
Ensure local buying conditions are mapped in line with the global charge code guidance
Support service delivery in the timely resolution of cost disputes
GP Maximization
Identify low yielding customers and develop turnaround plans in place to maximize profitability
Proactively identify and eliminate revenue leakage on customer and charge code level
Maximize cashflow by negating favorable credit and payment terms with vendors and customers
Senior Commercial Product Engagement
Engage as senior commercial product person in large tenders during the pre-RFQ period through Tender managers.
Act as focal point for country product development.
Coordinate and align the commercial approach for all OFR products together with Marketing & Sales.
Align Marketing & Sales activities within the region as relevant to OFR products for the Country / Cluster.
Execute the regional pricing strategy within the Country / Cluster.
Sponsor various large OFR customers in the Country / Cluster.
Small/Business Customer Growth
Own and steer the country growth framework and the structure of Route Development Managers (RDMs).
Enhance the local value proposition from a product and/or trade perspective.
Execute local focus trade lane plans via RDMs across all OFR products.
Define target customers from a product and/or trade perspective together with OFR Head,Trade Management, and Marketing & Sales.
Drive ship-to-profile with stations within the BC segment.
Enable fast and prompt spot quotations.
Team Leadership & Management
Lead, mentor, and develop the growth team, fostering a high-performance culture
Providing coaching and career development support to ensure team growth and operational excellence
Stakeholders
OFR Station Management
Country/Regional Ocean Freight Heads
Country/cluster/regional Ocean Commercial Center (OCC)
Route Development Management
Marketing & Sales
Trade Management
Now, here is what we need from you!
Manage experienced professionals who exercise latitude and independence in assignments
Good negotiator, always having the aspired goal in mind
Needs to be able to manage teams virtually
Excellent networking abilities and impeccable interpersonal approach
Able to lead larger internal and external meetings
Readiness to coach people and like to work across cultures
Fluent in local language and English language
Must be able to travel ca. 20%
Used to work in a multinational environment and in a large corporation
Leader with successful track record
Good customer contacts
Experience: More than 6 years of experience in the OFR forwarding industry
Education: Bachelor’s degree or trained forwarding merchant
We offer:
Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.
Possible further career development
Competitive salary
Why join DHL Global Forwarding?
We are part of Deutsche Post DHL, the world’s leading logistics provider with operations in over 220 countries. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html
Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees. The development of talented women in our organization will be a focus for us and an important part of our DGF Strategy 2025.
We aspire to become the undisputed leader in our industry, when people think of forwarding; we want them to think DGF because we have:
The largest global network with more than :30,000 passionate employees
The most efficient processes and fastest response times
The best solutions and best customer service
Our Vision: The Logistics Company for the World.
Our Mission: Excellence. Simply Delivered.
Our Purpose: Connecting People, improving lives.
Our Values: Respect & Results
Our Goals: Employer, Provider, and Investment of Choice, Living Responsibility
DHL Global Forwarding is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Work arrangement
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