Role Overview
The
Business Development Manager (BDM) is a commercially focused, results-driven leader responsible for driving revenue growth and expanding KWI's customer base across the Vietnam market and broader APAC region. Working at the intersection of sales, operations, and product, the BDM identifies new business opportunities, develops and converts a robust pipeline of prospective clients, and deepens KWI's relationships with existing accounts - particularly in the cross-border e-commerce and freight sectors
The BDM has a strong command of the Vietnam Export and Import trade lanes and a working knowledge of international logistics, customs, and regulatory requirements. They are KWI's face in the market - representing the company's value proposition to
shippers, marketplace sellers, freight forwarders, and strategic partners, and translating market intelligence into actionable commercial strategies. This role works closely with the Program Manager, Operations Team, and Sales team to ensure a seamless handoff from deal close to operational delivery.
The successful candidate is an entrepreneurial self-starter who thrives in a fast-growing, lean environment, brings an existing network of relevant contacts in the logistics and e-commerce sector, and has a track record of meeting and exceeding revenue targets in a B2B setting.
Key Responsibilities
Business Development & Sales
• Identify, prospect, and develop new business opportunities across target customer segments including cross-border e-commerce sellers, marketplace merchants, importers/exporters, and freight forwarders.
• Own the full sales cycle from lead generation and qualification through proposal, negotiation, and contract close.
• Build and maintain a healthy, well-qualified pipeline; manage activity and forecasting in the CRM system with accuracy and discipline.
• Achieve and exceed monthly, quarterly, and annual revenue targets as agreed with the Regional Director.
• Develop and present tailored proposals, rate cards, and service solutions that align with customer needs and KWI's service capabilities.
Account Management & Customer Retention
• Manage and grow a portfolio of existing accounts, ensuring high levels of customer satisfaction and service delivery.
• Conduct regular business reviews with key accounts to identify upsell and cross-sell opportunities, address service concerns, and strengthen the commercial relationship.
• Act as the primary commercial point of contact for assigned accounts, coordinating with internal teams to resolve issues quickly and professionally.
• Track customer volume trends, identify risks of churn, and implement proactive retention strategies
Market Intelligence & Strategy
• Monitor competitor activity, market pricing, and industry trends in the cross-border logistics space to inform KWI's commercial positioning.
• Provide regular feedback to the product, operations, and pricing teams on customer needs, service gaps, and market opportunities.
• Represent KWI at industry events, trade shows, and networking forums to build brand awareness and generate leads.
• Contribute to the development of the Vietnam commercial strategy in partnership with the Regional Director and Global Sales team.
Partner & Ecosystem Development
• Identify and develop strategic partnerships with freight forwarders, customs brokers, marketplace operators, and logistics aggregators to expand KWI's channel reach.
• Negotiate partnership agreements and referral arrangements that align with KWI's commercial objectives.
• Maintain strong working relationships with carriers, origin agents, and destination partners to support business development activities
Collaboration & Reporting
• Work closely with the Operations and Program Management teams to ensure customer commitments made during the sales process are operationally feasible and properly handed off.
• Prepare weekly and monthly pipeline reports, deal status updates, and revenue forecasts for the Regional Director and senior leadership.
• Participate in cross-functional planning discussions, contributing the commercial perspective to operational and product decisions.
• Support onboarding of new clients by coordinating with internal stakeholders to ensure a smooth start-of-service experience.
• Bachelor's degree in Business, Supply Chain, Logistics, International Trade, or a related field.
• Minimum 12 years of B2B sales or business development experience, with at least 8 years in the logistics, freight forwarding, or cross-border e-commerce sector.
• Demonstrated track record of meeting or exceeding revenue targets in a competitive sales environment.
• Strong knowledge of international logistics, cross-border shipping, customs, and trade compliance in the Vietnam-USA or broader APAC context.
• Existing network of relevant contacts among shippers, marketplace sellers, forwarders, or e-commerce platforms in Vietnam.
• Excellent verbal and written communication skills in both Vietnamese and English; ability to present confidently to senior stakeholders.
• Proficiency in CRM tools (e.g., Salesforce, HubSpot, or equivalent) and standard business software including Excel and PowerPoint.
• Strong commercial acumen, negotiation skills, and the ability to structure and close complex deals.
• Self-motivated, organized, and able to manage multiple opportunities simultaneously in a fast-paced environment.
• Experience working with or selling to Amazon marketplace sellers, cross-border e-commerce platforms, or FBA (Fulfilled by Amazon) supply chains.
• Familiarity with Air Small Parcel, Express Courier, Air Freight, and/or Ocean Freight products and pricing.
• Knowledge of Vietnamese customs regulations, import/export procedures, and relevant government agencies (e.g., GDVC, MOIT).
• Experience in a startup or high-growth logistics company, with comfort in building commercial processes from the ground up.
• Advanced business degree (MBA or equivalent).