Senior Director, Trade Lane Development - Americas

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.

Senior Director, Trade Lane Development - Americas is responsible for strategizing & growing (jointly with commercial) ocean & air volumes on the selected trade routes within the Americas. The role will support overall business developments across the group showcasing our freight forwarding capabilities and achieve increased market share, delivering growth in key markets & expanding service delivery in AMR to maximize regional growth.

• 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
• Provides input for annual Trade Lane budgeting
• Manages 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
• Plans overseas visits and acts as enabler for overseas sale
• Steers 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)
• Provides 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 in order to develop USP’s 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,etc)

• 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 in order to develop USP’s 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,etc)

• 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…