Indo-Trans Keppel Logistics Việt Nam

PURPOSE AND SCOPE:

Lead and develop the team of the Manufacturing Vertical. Identify and build profitable new business opportunities through developing existing and new business accounts. Maintain an active pipeline of prospective customers to approach and undertake new business sales calls to secure new business. Develop financial data of potential and existing business wins and be responsible for maintaining an extensive customer database through regular sales visits.

Performance (70%):

1/ Business development (50%):

- Lead and develop the business development staff of the Manufacturing Vertical

- Implement the commercial strategy with the Head of Commercial among the sales team of the Manufacturing Vertical

- Secure high profile customers by offering a fully integrated logistics solution

- Manage major RFQs

- Monitor closely the sales cycles with the aim of keeping a healthy sales pipeline and increasing the business win ratio

- Support the Senior Commercial Manager with strategic planning for long term growth

2/ Account management (20%):

- Manage major key accounts in the Manufacturing Vertical

- Maintain and develop the major key accounts through outstanding customer care and upselling the company’s capabilities and services

Conduct cross-selling activities by working closely with other sales departments

CUSTOMER SATISFACTION (10%):

1/ Customer loyalty (5%):

- Represent the company and its policies to the clients which are defined as “Strategic Accounts”

- Develop SOP’s for strategic accounts in association with Site Manager, Operations Manager, IT Manager and other internal colleagues to detail all the processes, rate structure, and customer’s KPI’s.

2/ Analysis and consultancy (5%):

Undertake reporting tasks from direct Manager, and coordinating all commercial activities with the operation teams, in line with the company’s short and long-term results & targets.

OPERATION EXCELLENCE (10%):

1/ Timeliness and accuracy on report (5%):

- Generate and distribute specific reports as required in alignment with the position.

2/ Compliance assurance (5%):

- Follow up the company’s policy on working conditions, and ensure accuracy in pricing and procurement

HUMAN RESOURCE MANAGEMENT (10%):

1/ Team management (5%):

- Build a strong sales team by participating in the recruitment, development, and training process

2/ Training and coaching (5%):

- Conduct sales trainings when needed and motivate the team through proper coaching

RESPONSIBILITY:

• Lead and develop the sales team of the Manufacturing Vertical to ensure performance, and reach the company set yearly targets
• Develop and implement the commercial strategy over the next 5 years together with the Head of Commercial
• Communicate and collaborate effectively with relevant teams (sales, trucking, customs, etc.) to ensure company success
• Perform training and coaching sessions to develop further the team and keep the employees motivated
• Perform other duties as assigned

QUALIFICATIONS:

• Bachelor Degree in logistics, supply chain management, business administration or relevant fields
• Good knowledge about the logistics industry
• Customer and service oriented
• Commercial mindset
• Individual and self-disciplined
• Adaptable to different cultures
• Self-motivated
• Presentation skills
• Fluent in English and Vietnamese

EXPERIENCE:

• Minimum 03 years sales experience in Contract Logistics
• Used to work for multinational logistics company is an advantage

INTERNAL & EXTERNAL RELATIONSHIPS:

• Report to Head of Commercial
• Work closely with CL & Distribution operations team
• Frequently in connection with other back office teams such as HR, Finance, IT, etc.

SKILLS:

• Team work
• Adaptability
• Communication
• Initiative
• Customer – oriented
• Planning – Organizing & Supervising
• Presentation

COMPETENCY:

• Business Acumen
• Leading Others
• Integration
• Integrity

SPECIAL REQUIREMENTS – WORKING CONDITIONS & OTHERS:

• Frequently go out to meet customer
• Join other projects as required