Senior Manager, Business Development (Commercial)

Mô tả Công việc
1. Pipeline Development & New Account Origination:
- Personally prospect, qualify and develop new B2B contract logistics and contract transportation accounts, owning the full sales cycle through to signed contract.
- Focus on South Vietnam, while pursuing cross-region, South-to-North and other nationwide opportunities as they arise.
- Sell to operational decision-makers at brand owners and at the operators and 3PLs managing their distribution, while opening direct entry points to the brands behind operators we already serve.
- Target segments where customers value operational capability, including industrial, building systems, HVAC, MRO, FMCG and consumer distribution.
2. Commercial Proposition & Deal Structuring:
- Diagnose customer operational requirements and translate them into commercially structured proposals.
- Capture key operational and cost drivers, including delivery points, vehicle requirements and site conditions, before pricing.
- Work with Operations and Vendor Management to scope feasible solutions and define SLA commitments before presenting to customers.
- Lead formal tenders, RFQs and e-sourcing responses, including multi-country enterprise opportunities.
- Build pricing from verified vendor costs and structure contracts to protect margin.
3. Account Revenue Plan & Growth:
- Develop monthly revenue plans for accounts and manage performance against plan.
- Grow existing accounts through additional lanes, services, higher-value opportunities and warehousing where appropriate.
- Ensure effective BD-to-Operations handover, including solution sign-off and complete workflow and SLA requirements.
- Stay close to newly won accounts and address operational issues before they become commercial issues.
4. Commercial Strategy & Market Intelligence:
- Own segment and account prioritisation for the unit, including where to hunt, where to invest in solutions and when to walk away from opportunities.
- Work with Finance and Operations on pricing guardrails and make commercial decisions within the approved mandate.
- Report weekly on prospects, competitors, vendor-side capacity and demand signals.
- Flag accounts where requirement complexity and process integration create material switching cost.
- Define the repeatable deal archetype as the pipeline matures
5. Team Leadership & BD Development:
- Directly manage 2 Business Development Managers and support recruitment and ramp-up as the team grows.
- Set weekly targets, review pipeline and coach the team on opportunity qualification, operational assessment and commercial structuring.
- Ensure the team focuses on the right segments and buyer profiles, with accurate CRM, pipeline and forecast management.