1. Job Purpose
- Drive profitable revenue growth by identifying, developing, and closing Value Added Services (VAS) opportunities across Customs, International & Domestic Trucking, and Warehousing. This role owns new customer acquisition and VAS revenue targets while positioning DHL Global Forwarding (DGF) as the preferred partner for comprehensive end-to-end supply chain solutions in the Vietnam market.
- The
Business Development Manager will collaborate with operations, product, and commercial teams to design and implement tailored VAS solutions that drive customer satisfaction and business profitability.
2. Reporting & Location
- Reports to: Head of Value Added Services (VAS), Integrated Trucking and Railway (ITR), Integrated Warehouse Services (IWS)
- Working Location: 11th Floor, Etown 2 Building, 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City, Vietnam
- Work Arrangement: Office-based with regular client meetings, site visits, and industry events; travel (mainly in Vietnam) when necessary
3. Key Accountabilities
3.1. Business Development & Sales
- Identify, pursue, and acquire new customers requiring customized logistics solutions beyond traditional freight forwarding
- Develop and maintain a robust sales pipeline of prospective customers requiring VAS services
- Manage end-to-end sales cycle from prospecting to closure for VAS opportunities together with Sales and related Product teams
- Achieve or exceed new customer acquisition targets and revenue goals
- Partner with Account Management teams to identify upsell and cross-sell opportunities within existing accounts
3.2. Solution Development
- Develop innovative VAS solutions that address specific customer pain points and enhance supply chain efficiency
- Coordinate with Solution team to design customized solutions for customers
- Develop standardized VAS solution templates and service packages for common customer needs
- Coordinate customer onboarding and implementation of VAS solutions
3.3. Market Intelligence
- Conduct market research and competitive analysis to identify industry trends, customer needs, and opportunities
- Act as subject matter expert on Customs, VAS offerings and best practices in the industry
- Coordinate with Marketing & Sales teams to align VAS positioning and go-to-market strategies
- Perform competitive benchmarking to ensure VAS offerings remain market-leading
3.4. Relationship Management
- Build and nurture strong relationships with key decision-makers and stakeholders at prospect and customer organizations
- Conduct regular client meetings, presentations, and site visits to understand evolving needs
- Support Sales and Account Management teams through co-selling, joint customer visits, and proposal development
3.5. Reporting & Analytics
- Provide regular reporting on VAS sales performance, conversion rates, and business development metrics
- Analyze pipeline data to forecast revenue and identify areas for improvement
4. Team Collaboration & Leadership
4.1. Direct Reports: This is an individual contributor role with potential for team leadership as the VAS function grows
4.2. Key Collaboration Responsibilities:
- Foster team collaboration and knowledge sharing across departments
- Champion a culture of quality, service excellence, flexibility, and compliance
- Pursue continuous professional development and industry knowledge
- Identify training needs and opportunities to develop functional capabilities
5. Career Development
This role offers a clear progression path within the VAS organization. High performers may advance to Senior Business Development Manager, Head of VAS, or transition into broader commercial leadership roles within DHL Global Forwarding
1. Professional Experience
- Minimum 5-7 years of experience in business development, sales, or account management within logistics, freight forwarding, 3PL, or supply chain industry
- Proven track record in B2B sales with demonstrated ability to identify, pursue, and close new business
- Deep understanding of Value Added Services in logistics environment
- Experience in solution selling and consultative sales approach
- Strong knowledge of customs, trucking, warehousing
- Experience with contract negotiations and commercial agreements
- Experience in the Vietnam market with understanding of local business culture
- (preferred) Experience in one or more of the following sectors: High-tech, Engineering & Manufacturing (E&M), Life Science & Healthcare (LSHC), Retail, Fast-Moving Consumer Goods (FMCG), or Automotive
2. Education & Certifications
- Bachelor's or Advanced Degree in International Business, Business Administration, or Supply Chain Management
- Professional certifications in logistics, sales, or supply chain management (advantageous)
3. Core Competencies
- Excellent negotiation, logical thinking, and problem-solving skills
- Strong analytical capabilities with attention to detail
- Demonstrated leadership and stakeholder management skills
- Strong compliance mindset and commitment to ethical business practices
- Self-motivated with ability to work independently and as part of a team
4. Language & Technical Skills
- Exceptional verbal, presentation, and written communication skills in Vietnamese and English
- Chinese (advantageous)
- Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint, Visio)
- Familiarity with CRM and sales pipeline management tools
