Director - Ocean Commercial Center - Transpacific - DHL Express - Renton

DIRECTOR, OCEAN COMMERCIAL CENTER - TRANSPACIFIC
The Director, OCC, Transpacific works within the region as a bridge from Ocean Product executive management, RRM/Procurement and the regional OCC teams directly to DGF's entire sales force (M&S, KAMs, etc) including field sales, tradelane sales and all sectors.
Although this position reports into Product it is a unique role that was created to be a direct-line of support and resource for sales

This position is commercial. Our focus and priority should be with sales and customers
Being overly involved with pricing beyond directing and advising should be kept to a minimum

This role is directly responsible for implementing DGF/Danmar's new transpacific strategy
This role works closely with General Manager, Transpacific on the continued strategies and service offerings involving our core carrier partners, cargo steering, special contract pricing, bullet rates, contract fluctuations, and market updates.
This role sets the pricing to the regions in conjunction with overall strategy

Position's responsibilities
Know the transpacific market - conditions, pricing, competition
Expertise to know the current market rate levels
Understand current conditions and strategies of TP competition
Work with GM/TP as well as retain and develop carrier relationships
Prepare and supply tradelane specific market updates

Direct pricing to OCC teams & GBT for all RFQs, bids, proposals, quotes using all of the below
Tactical Guidelines
Regional specific pricing guidelines
Strategic pricing
Customer specific direction through emails, calls,
Pricing decisions/closes during customer meetings

Work with Regional/divisional and tradelane management on TP pipeline
Weekly conference calls with sales teams (verticals, regional, district)
Bi-weekly conference calls with Tradelane Managers
Monthly conference calls with RRMs/VP levels
Discussion, involvement and acceptance of any and all fixed pricing prospects

Qualification And Validation And Increasing Of TP Pipeline

One on one discussions with salespeople
Customer appointments
Individual knowledge/experience regarding accounts
Lead generation
Validation and confirmation on the suitability of fixed pricing prospects

Customer visits and appointments
This role should be considered the go-to for all levels of selling/closing/presenting for any TP prospects and customers
Until salespeople learn and get more training on asking the right questions, handling a proper discovery, and analysis of TP prospects, this role should be brought in on introductory calls for certain large TP targets (these targets to be uncovered and discussed with regional sales management)
This role is to be involved in all presentations to TP prospects regarding market expertise and current market conditions
This role should be expected to help close problem accounts especially where pricing seems to be the overwhelming objection
This role will be able to make pricing decisions in front of the customer therefore should be always be considered in attendance during the pricing discussion

This Role Will Require The Following Skills/qualifications

6-8 years in ocean carrier or NVOCC pricing within the US import & export trade routes
Bachelor's Degree or higher, ideally in a business related discipline
Familiarity with ocean carriers' services & service capabilities.
Understanding of and the ability to interpret ocean carrier tariffs & service contracts
Prior experience in direct customer interaction either in customer service &/or sales
Strong negotiation and communication skills

Enter your email address:

Refer This Job To Your Friends And Help Them To Find Jobs!