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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.
Sales and Marketing Management Team:
Lead and coach the team members to manage and grow a portfolio of existing accounts, ensure high levels of customer satisfaction and business strategy execution.
Plan, organize and direct Sales team through day-to-day management to achieve target revenue and profitability
Ensure open communication of management policies and business strategies among the team
Account Management & Customer Retention:
Conduct regular business reviews with sales team to identify upsell and cross-sell opportunities, address service concerns, and strengthen the commercial relationship.
Act as the primary commercial point of contact for strategical accounts, coordinating with internal teams to onboard and resolve all business matters quickly and professionally.
Track volume trends, identify risks of churn, and implement proactive retention strategies
Market Intelligence & Strategy:
Plan, conduct market study, and understand market insight, pricing, and industry trends in the cross-border logistics space, especially VN-US lane 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 (US based) 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 Brach Manager, 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.