Trade Head FE & IPBC WB – EUR @ DHL Group

Job Title : Trade Head FE & IPBC WB – EUR

Job Purpose

The Trade Head – FE & IPBC WB – EUR is responsible for driving overall volume development and Gross Profit (GP) performance of the assigned trade in a unified and strategic direction across the Western Hemisphere.

The role defines, owns, and executes the trade strategy aligned with regional and country priorities.

The Trade Head – FE & IPBC WB – EUR has full accountability for setting and executing the global and regional carrier strategy within the trade by personally, managing and developing relationships with core carriers as well as relevant regional niche carriers.

As a senior member of the regional trade leadership team, the Trade Head - FE & IPBCWB – EUR works closely with Regional Trade Management,

Growth, and M&S organizations to define clear direction for FCL product development and sustainable growth.

Main Responsibilities

Strategy & P&L Management

• Full responsibility for FCL P&L for the FE & IPBC WB – EUR trade, down to Gross Profit level.
• Define, own, and drive the trade strategy and country-focus trade lanes for the FE & IPBC WB – EUR.
• Set, align, and execute budgeted business development targets with carriers, countries, and partner regions.
• Ensure timely and structured market intelligence for the trade and communicate insights to Trade Management, OFR Network, and M&S.

Carrier Management

• Lead and manage strategic partnership relationships with core carriers in the trade, fully aligned with the global carrier strategy.
• Negotiate rates and commercial conditions (free time, credit terms, service commitments, etc.) and conclude Service Contracts and
• Agreements in line with corporate and legal requirements.
• Provide the centralized base framework (pricing, space, cooperation models) for all FCL business in the trade.
• Monitor core carrier performance weekly and monthly using available tools and take corrective actions to ensure carrier targets and commitments are met.

Allocation and Yield Management

• Own allocation management for the FE & IPBC WB – EUR trade, including:
• Weekly allocation setting with all core carriers
• Maintaining allocations in current and future systems
• Balancing supply (allocations) with demand (forecasted and actual volumes)

Ensure countries follow agreed allocation and steering processes.

Define and manage volume steering guidelines, adaptable by country when required.

Monitor actual booked and shipped volumes and initiate corrective actions (carrier shifting) to:

• Fully utilize available space
• Fulfill carrier MQCs and contractual targets
• Optimize GP per customer, shipment, and trade lane
• Maximize carrier incentive income

Volume and Pricing

• Own Port-to-Port pricing strategy for the trade.
• Partner closely with the Growth Team to ensure a unified approach across the network for SME growth and Large RFQs.
• Apply market knowledge and intelligence to win and retain customers.
• Provide pricing and buying condition guidance to CSI, DGF BC/MNC/IBDM teams (regional and country) covering rates, space,
• equipment availability, and free time.
• Steer Focus Trade Lanes in close collaboration with RDM teams and overseas Trade Management counterparts.
• Support customer implementations by enabling carrier cooperation and alignment.
• Actively engage with key customers within the trade.
• Support global and regional projects as required.

Required Skills

• Strong result orientation with a commercial and P&L-driven mindset.
• Strategic thinking combined with hands-on execution.
• Excellent customer focus and commercial judgement.
• Strong negotiation capabilities with a clear objective-driven approach.
• Proven ability to build and maintain senior internal and external networks.
• Confident in leading internal and cross-functional meetings.
• Comfortable operating in a large, matrix-driven corporate environment.
• Decisive and confident in making high-impact trade decisions.
• Enjoys working across cultures and regions.
• Prior experience in Trade Management is an advantage but not mandatory.

Other Requirements

• Willingness to travel internationally (approximately 20%).
• Minimum 10 years of experience in the OFR forwarding industry.
• Experience working in a multinational, corporate environment.
• Demonstrated successful track record in commercial or trade-related roles.

DHL 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, or any other protected characteristic.

We are looking forward to meeting you