Business Development Manager - Passenger Transportation Platform (eMover)
THE ROLE eMover is a passenger transportation platform. The core problem this role owns is finding riders, on two fronts:
B2C - long-distance passengers: individuals travelling between provinces and cities.
B2B - corporate accounts: companies with frequent, high-volume travel needs within a defined area.
You connect the four components of the platform - Driver Supply, Customer Demand, Platform Operations and Business Performance. Right now the weight sits firmly on Customer Demand.
WHAT YOU WILL DO
Long-distance passenger growth (B2C) - core focus
Build and run the channels that reach passengers travelling long distance between provinces and cities.
Work both online channels - Facebook, TikTok, Zalo, communities and interest groups - and offline touchpoints to generate rider demand.
Track new riders, repeat rate and cost per acquired customer.
Corporate customer development (B2B) - core focus
Find, approach and sign companies with frequent travel needs within a defined area.
Build the target account list, the outreach process and the sales materials for the project.
Negotiate pricing and contract terms, and keep accounts healthy after signing.
Later stage: recruit, train and manage a Sales team against KPIs.
Driver supply and transport partners
Work with the passenger transport partners and driver cooperatives already connected to us to bring their fleets onto the platform.
Onboard, train and support drivers, and keep the number of genuinely active drivers up.
Add further partners as customer demand grows.
Operations and app rollout
Coordinate trips directly in the early stage, before booking moves fully onto the app.
Drive app installation and adoption by both drivers and customers, and shift booking onto the platform.
Track install rates, share of trips booked in-app, completion and cancellation rates, and SLA.
Business performance
Own project revenue and GMV.
Control transport cost, productivity and profitability.
Produce data-driven management reports for decision-making.
REPORTING
Periodic reports to the Board of Management, covering:
Customer Demand - B2C: long-distance passengers, new riders and repeat rate.
Customer Demand - B2B: companies approached, contracts signed, revenue by account.
Driver Supply: transport partners activated and genuinely active drivers.
Operations: completed trips, cancellation rate, SLA and dispatch incidents.
App Adoption: install rates for drivers and customers, share of trips booked in-app.
Business Performance: revenue and GMV, cost, productivity and profitability.
Technology: system defects and improvement requests observed in day-to-day operations.
Next Month Plan: targets and rollout plan for the following month.
WHAT WE ARE LOOKING FOR
Bachelor's degree in Business, Logistics, Transportation, Supply Chain, Industrial Engineering, IT or a related field.
3 to 5 years in customer development, including hands-on experience finding new accounts and closing them yourself, not only managing existing ones.
Practical understanding of passenger transport, mobility services or transportation platforms.
Able to work with fleet owners, driver cooperatives and transport partners.
Understands transport cost, revenue, productivity and profitability.
Strong with Excel and Google Sheets, and with work-management tools.
Able to use Facebook, TikTok, Zalo and LinkedIn to find and reach both customers and drivers.
Data-driven, and able to produce management reports.
Comfortable in an early stage with no established process and no team, and willing to own the results directly.
Able to manage
Sales staff against KPIs as the team grows.
Core skills: B2B
Business Development, Corporate Sales, Key Account Management, Transportation, Fleet Management, Operations Management, Data-driven Decision Making.
PREFERRED BACKGROUND
Selling mobility or shuttle services to corporate clients: employee transport, contract vehicles, guest transfers.
Ride-hailing and mobility platforms: Grab, Be, Xanh SM (GSM) or equivalent.
Long-distance passenger transport: intercity coach operators, contract vehicle and tourist coach businesses.
Taxi companies, vehicle rental businesses, travel and tour operators - where a base of long-distance travellers already exists.
Transportation marketplaces, mobility technology startups, fleet or driver management platforms.
Experience taking a product or a market from zero to one.
WHAT MAKES THIS ROLE DIFFERENT
This is neither a pure Sales role nor a pure IT role. The goal is a transportation system with enough drivers, enough customers, growing trip volume and an operating model that makes economic sense - and getting there depends on solving demand first.