Sales Manager (Cross-border and Road Freight)

Job Summary:
KART Vietnam is a member of KLN Vietnam (Kerry Logistics Network) is looking for Sales Manager.
The Sales Manager is responsible for driving profitable revenue growth for the Road Freight and Cross-border Overland Business under KART VN, covering Full Truck Load (FTL), Less-than-Truck Load (LTL), cross-border trucking, bonded and non-bonded overland transportation, and associated value-added services. The role leads new customer acquisition, strategic account management, route and lane development, and the achievement of revenue and gross profit targets. The incumbent will design tailored cross-border logistics solutions, manage large tenders and long-term contracts, and build a high-performance sales team aligned with the BU's commercial strategy.
Scope and Accountabilities:
1. Revenue Growth & Business Development
- Achieve annual sales revenue and gross profit targets for Road Freight & Cross-border Overland under KART VN.
- Develop and execute sales strategies to grow FTL, LTL, cross-border trucking and value-added service volumes across target lanes and industries.
- Identify and secure new business opportunities in target verticals (e.g. electronics, manufacturing, retail, FMCG, automotive, industrial).
- Lead the design of commercial proposals, rate cards and lane-based solutions, including FSC (Fuel Surcharge) mechanisms and cost-plus / fixed-price models.
- Monitor sales performance versus budget and implement corrective actions when gaps emerge.
- Coordinate with other countries' sales teams on pricing, quotation and execute sales strategy.
2. Customer Acquisition & Strategic Account Management
- Build and maintain a strong pipeline of prospective customers and convert opportunities into contracted business.
- Lead customer presentations, commercial negotiations, tender responses and contract closures for key and strategic accounts.
- Develop long-term partnerships with major shippers and grow account profitability through cross-selling of multimodal and value-added services.
- Ensure high levels of customer satisfaction, on-time issue resolution and retention of strategic accounts.
- Work closely with management during the contracting stage to secure optimal commercial terms and risk allocation.
3. Cross-border Lane Development & Product Design
- Identify, validate and develop profitable cross-border overland lanes (e.g. China-Vietnam, China-ASEAN, intra-ASEAN) in line with market demand.
- Collaborate with Operations, Customs / Compliance and Carrier Management teams to design end-to-end cross-border solutions covering pickup, border clearance, transit and delivery.
- Stay current on cross-border regulations, customs procedures, bonded trucking schemes and transit documentation to ensure compliant service offerings.
- Support product design for standard and bespoke road freight solutions, including SLA definitions, exception handling and pricing frameworks.
4. Sales Planning, Pipeline & Market Intelligence
- Maintain an accurate sales pipeline, forecast and opportunity tracking in the CRM system.
- Drive effective CRM utilization, sales reporting and KPI review cadence.
- Monitor market trends, competitor activities, fuel price movements and industry developments; translate insights into growth strategies.
- Build market intelligence and tender anticipation capabilities to pre-empt major RFQs and seasonal demand shifts.
5. Team Leadership & Development
- Lead, coach and motivate the sales team to achieve individual and collective targets.
- Set clear objectives, monitor performance and provide regular feedback and development planning.
- Propose and optimize the BD / sales structure to maximize coverage and hunting efficiency.
- Review and continuously improve sales processes, from lead generation to contract renewal.
- Foster a high-performance, customer-centric and compliance-aware sales culture.
6. Cross-functional Collaboration & Operational Alignment
- Collaborate with Operations, Carrier / Fleet Management, Customs & Compliance, Customer Service, Finance and Procurement to deliver profitable and operationally feasible solutions.
- Ensure commercial commitments (capacity, transit time, SLA) are aligned with operational capabilities and available fleet / carrier resources.
- Support the resolution of commercial disputes, rate adjustments and FSC renegotiations with customers and carriers.