Business Development Manager

TrafficData Vietnam | Strategic Accounts and Partnerships | Vietnam
About the opportunity
TrafficData Vietnam is the joint venture initiative of TrafficData and TASCO focused on bringing transport technology solutions to the Vietnamese market. Our scope includes intelligent transport systems, traffic video analytics, traffic monitoring, road asset inventories and digital tools for infrastructure operators.
We are looking for a senior Business Development Manager to develop the Vietnam business, build strategic customer relationships and convert qualified opportunities into pilots, contracts and repeat business. This is a senior, hands-on role with strategic account responsibility and end-to-end commercial ownership.
Territory: Vietnam, with domestic business travel. Base location and working arrangements will be agreed during recruitment.
Your mission
Build a sustainable, commercially viable business in Vietnam through an account-based management approach. Focus resources on customers with a defined operational need, a credible budget and an achievable procurement route. Work with TASCO, local partners and TrafficData's technical team to turn successful pilots into scalable deployments.
Your priority customers and partners
· Road and expressway operators, toll road and BOT concession companies, and other transport infrastructure owners and operators.
· Public authorities and project owners responsible for roads, urban mobility, traffic management and smart city programmes.
· System integrators, engineering and design consultants, technology partners and contractors involved in infrastructure projects.
· Industrial parks, logistics facilities, ports, airports and large property developments with transport monitoring and access needs.
What you will do
· Develop a Vietnam market entry and growth plan, prioritising customer segments, target accounts, use cases and routes to market.
· Map decision makers, technical influencers, procurement teams, budget owners and approval processes for each strategic account.
· Generate and qualify opportunities through direct outreach, partner referrals, industry events and the TASCO ecosystem, while developing an independent external pipeline.
· Identify operational problems, existing infrastructure, funding sources, purchasing timelines and the business case for TrafficData solutions.
Develop accounts and convert pilots into contracts
· Lead senior-level customer engagement in Vietnamese and coordinate English-language communication with TrafficData's international team. Act as a cultural and linguistic bridge between the JV partners, customers and local project team.
· Prepare account plans, solution presentations, commercial proposals and business cases with project managers, presales engineers and technical specialists.
· Agree pilot scope, customer commitments, responsibilities, resources, timetable, measurable acceptance criteria and the intended commercial next step before launch.
· Coordinate customer and partner engagement during pilots with the project manager; track results, resolve commercial barriers and present the case for deployment.
· Translate customer feedback into clear localisation and product requirements, including Vietnamese interfaces, reporting, integration and support needs; agree feasibility, cost and priorities with the technical team.
· Maintain commercial discipline around pilot costs, local deployment expenses, licence pricing, support, margins and payment terms. Obtain approval before offering discounts or additional commitments.
Manage procurement and delivery handover
· Understand the applicable Vietnamese public procurement and private purchasing processes for each opportunity, including electronic bidding where relevant.
· Coordinate bid decisions, local tender documentation, partner roles and submission schedules with authorised technical, legal and finance colleagues.
· Provide transparent technical input when requested and permitted, respecting fair competition, procurement rules and customer confidentiality.
· Negotiate commercial terms within delegated authority and coordinate contract approval, invoicing milestones and payment follow-up.
· Hand over signed contracts to the delivery team with clear scope, acceptance criteria, customer contacts and commercial obligations; remain the senior commercial contact throughout implementation.
Build partnerships and manage the pipeline
· Recruit and develop capable local integrators and delivery partners; clarify account ownership, responsibilities, commercial terms and support arrangements.
· Coordinate with TASCO's relevant teams to identify opportunities, agree account plans and mobilise local implementation capabilities.
· Align the JV partners' expectations on technical standards, compliance, delivery timelines and local customer needs. Resolve differences constructively and escalate issues requiring management decisions.
· Monitor infrastructure investment plans, customer procurement calendars, competitor activity and relevant regulatory developments; use findings to adjust account priorities.
· Maintain accurate CRM records with deal value, stage, decision process, expected award date, next action, risks and a realistic revenue forecast.
· Report regularly on pipeline quality, pilot progress, tender milestones, contract conversion and decisions requiring management support.
· Build long-term customer relationships that generate renewals, support revenue, additional sites and referrals. Represent the company at relevant industry events.
What you bring
· At least 7 years of relevant B2B or B2G business development experience, with a substantial track record in Vietnam in transport technology, ITS, infrastructure, enterprise IT, smart cities or video analytics.
· At least 3 years leading a business development function, sector or strategic account portfolio, with evidence of personal responsibility for major opportunities.
· Demonstrated success closing complex, long-cycle deals and working with infrastructure operators, public-sector customers or large enterprises.
· Practical understanding of Vietnamese customer decision making, procurement procedures and tender participation; ability to coordinate specialist legal and compliance advice when needed.
· Professional fluency in Vietnamese and strong business English for negotiations, presentations, proposals and collaboration with international colleagues.
· Ability to explain software, video analytics and infrastructure solutions in business terms, assess customer requirements and work effectively with technical teams.
· Strong negotiation, account planning, partner management and commercial forecasting skills, supported by disciplined CRM use.
· Willingness to travel within Vietnam and work independently in a business that is building its local market presence.
Experience that would be an advantage
· An established professional network among Vietnamese transport operators, infrastructure owners, system integrators or smart city stakeholders.
· Experience with traffic video detection, road asset surveys, adaptive traffic management, weigh-in-motion, tolling, parking or related transport systems.
· Experience launching an international technology product in Vietnam, developing a local partner channel or working in a joint venture.
· Russian language skills are an advantage for communication with TrafficData's management and technical experts.
· Experience building and coaching a business development team as the business grows.
How success will be measured
Targets and assessment periods will be agreed with management based on the approved Vietnam business plan and realistic procurement cycles.
· Qualified pipeline value and quality, with verified customer needs, budgets, decision makers and next steps.
· Progression of strategic accounts from discovery to agreed pilots, procurement and signed contracts.
· Pilot performance against agreed criteria and conversion of successful pilots into paid deployments.
· Signed contract value, recognised revenue, gross margin and payment collection against approved plans.
· Commercial contribution of active partners, repeat orders and expansion within existing accounts.
What the role offers The opportunity to shape TrafficData Vietnam's commercial development, work with TrafficData's engineering expertise and TASCO's local market capabilities, and build a business around practical transport infrastructure needs. Compensation, performance incentives and employment arrangements will be discussed during recruitment.
Reporting and coordination The role has one designated line manager within TrafficData Vietnam, confirmed before appointment, and works closely with representatives of both JV partners. Sales priorities, targets and budgets follow one approved JV business plan. Conflicting instructions and commitments beyond delegated authority must be escalated to the line manager and, where required, the JV's authorised governing body.
Internal reporting and communication with the international partner are in English; customer and local partner engagement is in Vietnamese. The BDM maintains a shared CRM and regular commercial reporting for authorised representatives of both JV partners.