Objective of the position (or process result)
To drive and grow the Project Business channel across Southern and Central Vietnam by developing strong relationships with
developers, main contractors, consultants and project partners.
The role is responsible for identifying, securing and executing project opportunities for Bosch and Gaggenau built-in portfolio, ensuring profitable growth, proper specification, and disciplined project execution.
Description of tasks
1. Project Pipeline Development (30%)
• Identify and develop new project leads from developers, contractors, consultants and kitchen contractors.
• Build and maintain strong relationships with decision-makers at project owner level.
• Track project pipeline, tender timeline and competitor activity.
• Ensure early involvement at specification stage to secure Bosch / Gaggenau positioning.
2. Tender & Contract Management (25%)
• Lead tender preparation including product selection, pricing strategy and commercial proposal.
• Negotiate commercial terms, payment terms and contract conditions.
• Secure profitable margin in line with CM1 and company targets.
• Coordinate contract review with Legal and Finance when required.
3. Project Execution & Delivery Control (25%)
• Follow up project progress from award stage to delivery and installation.
• Coordinate with Supply Chain, Customer Service and Installers to ensure smooth delivery and installation.
• Monitor payment milestones and receivables.
• Ensure proper documentation, handover and issue resolution.
4. Sales & Financial Performance (10%)
• Achieve annual sales target, CM1 and EBIT targets for assigned region.
• Maintain forecast accuracy and update project pipeline regularly.
• Monitor risk exposure and propose mitigation actions.
5. Compliance & Risk Governance (Mandatory Responsibility)
• Ensure full compliance with BSH Code of Conduct, Anti-Bribery and Competition Law policies in all project dealings.
• Strictly adhere to company approval processes for pricing, discount, special terms and project support.
• Avoid any form of informal agreement, side commitment or non-documented commercial arrangement.
• Ensure transparency in tender submission, negotiation and contract execution.
• Work closely with Finance and Legal to mitigate commercial and contractual risks.
• Monitor receivables and payment discipline to reduce bad debt exposure.
• Immediately escalate any compliance-sensitive situation to line manager and relevant function.
• Minimum 5 years experience in Project Sales, B2B Sales or Construction-related sales.
• Experience working with developers, contractors or project distributors.
• Strong understanding of tender process and project lifecycle.
• Strong negotiation skills and commercial awareness.
• Able to manage multiple projects simultaneously.
• Strong Excel capability (pricing, margin calculation, forecast tracking).
• Strong hunter mindset with ability to open new doors.
• Structured and disciplined in tracking pipeline and follow-ups.
• Commercially sharp and margin-conscious.
• Able to work independently with strong ownership.
• High integrity and professional business conduct.