SALES MANAGER
Work location: 01 Street No. 4, Cityland Park Hills Residential Area, Go Vap Ward, Ho Chi Minh City
Working hours: [protected info], Monday - Saturday
I. POSITION OBJECTIVE
-The Sales Manager is responsible for managing sales operations and the Sales team, ensuring revenue growth together with healthy profitability.
-This role goes beyond tracking
sales staff KPIs. The Sales Manager must understand Logistics services, directly support difficult and high-value deals, control selling price, cost and Gross Margin, and coordinate with Operations to ensure that the services sold can be delivered as committed.
II. KEY RESPONSIBILITIES
1. Sales Targets & Business Planning
-Develop monthly/quarterly sales plans and allocate targets to each Sales team member.
-Track revenue, number of new customers, returning customers, and KPI achievement.
-Identify target customer segments suited to each of the company's services.
-Develop customers for the following service groups:
International Shipping
Air Freight
Sea Freight
Express
Warehousing
Fulfillment
Other related Logistics services
-Monitor the entire sales process: Lead → Consultation → Quotation → Negotiation → Contract Closing → Order Fulfillment → Repeat Customer.
-Analyze the reasons for lost deals, reduced volumes, or customers who stop using the services, and propose corrective actions.
-Track revenue and profit by customer, shipping lane, and service group.
2. Sales Team Management & Development
-Allocate data, markets, customer segments, and revenue targets to each Sales member.
-Monitor each salesperson's pipeline and the progress of each business opportunity.
-Review deals that are delayed, hard to close, or have issues with pricing, service, or customer needs.
-Directly support Sales in the following cases:
-High-value deals
-Customers requesting special quotations/conditions
-Low-margin deals
-Customers requiring in-depth negotiation on pricing or service terms
-Train Sales staff on Logistics services, shipping lanes, consulting techniques, quotation, and handling customer situations.
-Build and standardize Sales processes, consulting scripts, service materials, and objection-handling methods.
-Evaluate Sales performance based on revenue, conversion rate, number of new customers, deal-closing ability, and Gross Margin, not only on the number of calls or leads.
-Propose recruitment, training, and development of Sales personnel when needed.
3. Direct Involvement in Major Deals & Key Accounts
Participate in consulting and designing Logistics solutions for large customers/key accounts.
-Analyze customers' actual needs regarding shipping lanes, cargo type, volume, delivery time, warehousing, and accompanying services.
-Coordinate with Operations to verify feasibility before making commitments to customers.
-Directly participate in quotation, negotiation, and resolving issues arising during the contract-closing process.
-Identify upsell/cross-sell opportunities for existing customers, such as Freight, Warehousing, Fulfillment, --Express, or other related Logistics services.
-Monitor service quality and customer feedback, coordinating to resolve issues, retain customers, and increase volume.
4. Control of Selling Price, Cost & Gross Margin
-Review and analyze input costs before issuing quotations to customers.
-Understand the costs associated with each lane and service: freight, surcharges, warehousing, fulfillment, last-mile delivery, and other related costs.
-Determine appropriate selling prices based on actual costs, market prices, customer needs, and target Gross Margin.
-Monitor Gross Margin by:
Customer
Shipping lane
Service
Order/contract
-Identify cases of high revenue but low profit, and adjust pricing or operational solutions accordingly.
-Coordinate with Operations and Finance to control incurred costs that affect profitability.
-Monitor and analyze the P&L of the business, and propose solutions to improve profitability.
5. Logistics Knowledge & Operational Control
-Understand the basic operations of International Logistics, Air Freight, Sea Freight, Express, Warehousing, and Fulfillment services.
-Understand import-export procedures and related documentation.
-Understand Incoterms and apply them in consulting and quotation.
-Understand the factors affecting cost, transit time, and delivery/handling solutions.
-Be able to translate customer needs into specific service solutions:
Need → Lane → Mode of Transport → Documentation → Cost → Quotation → Margin → Operations.
-Never commit to customers on services or conditions that Operations cannot deliver.
6. Coordination with Operations, Customer Service & Other Departments
-Coordinate with Operations to verify operational capacity before closing large deals or special requests.
-Discuss with Operations regarding shipping lanes, estimated timelines, warehouse capacity, Fulfillment processes, and arising issues.
-Coordinate with Customer Service in receiving feedback and resolving customer-related issues.
-Coordinate with Finance/Accounting to review revenue, costs, receivables, and profitability by customer.
-Coordinate with Marketing by sharing customer insights and market demand, helping Marketing generate the right leads for Sales.
III. CANDIDATE REQUIREMENTS
-Qualifications & Experience
-College/University degree in Logistics, Import-Export, Business, Commerce, or related fields.
-Minimum of 01 year of experience as a Sales Manager,
Sales Team Leader, Head of Sales, or equivalent position in the Logistics industry.
-Practical experience in selling Logistics services.
-Knowledge & Skills
-Understanding of the following services: International Shipping, Air Freight, Sea Freight, Express, Warehousing, Fulfillment.
-Knowledge of:
Import-export procedures
Logistics documentation
Incoterms
Warehousing
Fulfillment
Modes of transport and delivery/handling methods
-Ability to read and analyze cost, Gross Margin, revenue, and P&L.
-Ability to assess the feasibility of a deal before quoting/closing with customers.
-Experience in managing, training, and motivating a Sales team.
-Ability to handle large deals, negotiate, and work with corporate customers.
-Proficiency with CRM/ERP/WMS/TMS or other Sales/Logistics data management systems.
-Business mindset focused on revenue + profit, not just sales volume.
-English proficiency for communication and reading work documents.
-Knowledge of Chinese is an advantage.
-Preferred Candidates
-Experience in international Logistics sales.
-Previously responsible for China - US/Canada/Australia lanes or similar international lanes.
-Network of Logistics, E-commerce, and Import/Export customers.
-Experience building a Sales team from scratch or developing an existing Sales team.
-Portfolio/case studies of deals or business results personally managed.
IV. BENEFITS
Income: Negotiable based on competency + KPI/Sales bonuses.
Young, proactive working environment with the authority to propose and implement business strategies.
Opportunity to be directly involved in the company's Sales and customer development.
Social insurance and other benefits in accordance with regulations.
Opportunities to advance to higher management positions based on capability and actual results.
V. WORK ADDRESS
01 Street No. 4, Cityland Park Hills Residential Area, Ward 10, Go Vap District, Ho Chi Minh City
VI. CONTACT INFORMATION
HR Department - Kim Chi
Phone: [protected info]
Email: [protected info]
VII. APPLICATION DOCUMENTS
Candidates please submit
Updated CV.
Case Study/Portfolio showcasing Sales results achieved (if available).
Information about teams previously managed.
Scale of revenue/customers/volume previously handled (confidential information may be omitted).
Current and expected income.
Available start date.