ROLE PURPOSE
Lead the sales and business development activities for DEKRA Vietnam's Testing, Inspection and Certification (TIC) services, with the objective to grow revenue, strengthen customer relationships, and position DEKRA as a trusted high-quality service provider in Vietnam.
The role focuses on commercial execution, key account development,
sales team leadership, and coordination with internal functions _ while contributing to the company's commercial strategy and growth ambitions.
As DEKRA Vietnam is a newly created subsidiary, you will lead an initial team of 4 salespeople - with the aim to grow quickly the sales team and establish at a mid-term a full Marketing and Sales department.
RESPONSIBILITIES AND TASKS
1. Sales & Business Development Strategy
Translate DEKRA Vietnam and regional priorities into a clear sales action plan to position DEKRA as a major TIC player.
Identify growth opportunities in key sectors, such as Electrical & Electronics, Automotive supply chain, Hardlines, Softline, and other relevant export-oriented industries.
Develop practical market priorities and segment plans, with focus on high revenue growth and customers' acquisition.
2. Revenue Growth & Pipeline Management
Manage the sales pipeline and support the achievement of agreed revenue and margin targets.
Review sales opportunities, forecast revenue, and ensure regular follow-up on key deals.
Drive new customer acquisition and development of existing accounts.
Support major opportunities and tenders when senior commercial involvement is required.
3. Strategic and Key Account Management
Build and maintain strong relationships with key customers, including factories, exporters, international accounts.
Move customer relationships beyond transactional selling by promoting DEKRA value, quality, trust and technical credibility.
Identify cross-selling and bundling opportunities across DEKRA services where relevant and feasible.
4. Sales Team Leadership
Lead and coach the sales team, currently composed of 4
Sales Managers and
Sales Executives.
Grow the sales team from 4 to an estimated 10-15 headcount within 12-24 months, subject to approved budget and business performance, evolving toward a full Marketing and Sales department at mid-term.
Set clear individual responsibilities, priorities and sales targets.
Organize regular sales reviews and support the team in account planning and acquisition, negotiation and customer follow-up.
Promote accountability, collaboration and customer focus within the sales team.
5. Sales Performance Management
Monitor key sales indicators such as pipeline, revenue, conversion, margin and customer development.
Prepare regular sales reporting and forecasting for management review.
Ensure good CRM discipline and reliable customer data, in coordination with relevant internal support functions.
6. Marketing
Support the development of marketing activities and capabilities required to execute the sales strategy.
Act as a local commercial representative for DEKRA at selected industry events, seminars, customer meetings and networking opportunities.
Support customer-facing content, events and digital visibility when linked to sales priorities.
Promote consistent DEKRA positioning around safety, quality, compliance and trust.
AUTHORITY
Allocation of sales targets within the sales team
Management and coaching of the sales team
Approval of sales plans and account priorities
Recommendations regarding pricing and commercial opportunities in accordance with DEKRA authorization guidelines
· A competitive compensation package including performance-based bonus, aligned with market benchmarks for senior commercial leadership roles in the TIC industry.
