Senior Manager, Trade Lane Development – WCSA​/WCSA

Job Description

We are the leading provider of worldwide smart end-to-end supply chain & logistics, enabling the flow of trade across the globe. Our comprehensive range of products and services covers every link of the integrated supply chain – from maritime and inland terminals to marine services and industrial parks as well as technology-driven customer solutions.

• TRADE LANE DEVELOPMENT & STRATEGY:
  Define and execute the regional trade lane strategy aligned with global trade lane goals and regional business objectives
• Identify growth opportunities and design trade lane-specific commercial action plans (including target industries, customers, and lanes)
• Build strong relationships with origin and destination offices to ensure aligned pricing, service delivery, and product development
• Provide input for annual Trade Lane budgeting
• Manage pipeline size and hit ratio on assigned trade lane(s)

• Support local and regional sales teams with trade lane-specific knowledge, customer engagement, and solution design
• Lead and manage key RFQs/RFPs for strategic accounts on the lane; support pre-sales and post-sales activities
• Conduct regular trade lane performance reviews with sales and key account managers
• Plan overseas visits and act as enabler for overseas sale
• Steer local Sales force by identifying opportunities on assigned trade lane(s), launching, managing Sales campaigns and driving volume/density initiatives on assigned trade lane(s)
• Provide selling tools for assigned lanes such as benchmarking and selling kit for Sales
• Establishes and agrees Trade Lane must-win customer list together with Sales and Products;
  Interacts on pricing with tender and pricing team on pricing/rate

• Collaborate with procurement teams to identify competitive buying rates and required capacity from carriers and partners
• Provide strategic pricing guidance for tenders and spot quotes based on market intelligence and profitability thresholds
• Monitor margin performance and propose corrective actions where required
• Analyse trade lane volume trends, lane profitability, and service performance metrics
• Identify root causes of underperformance and initiate improvement/action plans in coordination with operations and commercial teams
• Deliver regular reporting and presentations on trade lane health and progress to senior management

• Analyse trade lane volume trends, lane profitability, and service performance metrics
• Identify root causes of underperformance and initiate improvement/action plans in coordination with operations and commercial teams
• Deliver regular reporting and presentations on trade lane health and progress to senior management

• Serve as the primary point of contact for internal and external stakeholders regarding the assigned trade lane
• Facilitate regular coordination between origin/destination offices and regional teams to align strategies and execution
• Build strong external relationships with partners and strategic customers
• Work with product teams to develop differentiated service offerings (e.g., transit-time options, visibility solutions, sustainability features) tailored to trade lane requirements
• Capture customer and market feedback to continuously enhance the trade lane value proposition
• Propose Commercial business cases to develop USPs on respective trade lanes to boost growth, increase profitability or increase customer retention (e.g., invest in capacity to build console program, long-term carrier contracts to give advantage on rates/capacity)

• Work with product teams to develop differentiated service offerings (e.g., transit-time options, visibility solutions, sustainability features) tailored to trade lane requirements
• Capture customer and market feedback to continuously enhance the trade lane value proposition
• Propose Commercial business cases to develop USPs on respective trade lanes to boost growth, increase profitability or increase customer retention (e.g., invest in capacity to build console program, long-term carrier contracts to give advantage on rates/capacity)

• Bachelor's degree in Logistics, Supply Chain Management or a related field, with a Master's degree preferred
• 5-8 years of experience in the freight forwarding industry, with a strong background in commercial, trade lane or route development
• Proven commercial acumen and understanding of freight procurement, pricing, and customer solutioning
• Strong communication, stakeholder management, and presentation skills
• Data-driven, analytical, and proactive in resolving challenges and identifying opportunities
• Fluent in English; additional regional languages are a plus
• Willingness to travel within the region and occasionally internationally
• Proven track record of success in trade lane management, with exceptional negotiation, communication, and leadership skills
• Experience managing complex logistics…