Head of Sales

FUNCTIONAL GOAL

• Responsible for the attainment of the monthly and yearly Sales quota requirement of Royal Cargo Vietnam
• KEY TASKS

Organization

• Organize and build Country-wide Sales team
• Define job responsibilities for all sales personnel
• Review performance, discipline and termination decisions for Sales team and recommendation to the General Director
• Provide regular performance reports to General Director regarding sales plans vs actual results
• Adopt and Implement the Royal Cargo Global sales policy within Vietnam rules and regulations
• Ensure that sales entertainment/representation expenses are within reasonable limits
• Perform other sales-related functions as required by General Director from time to time
• Set an example of leadership and high standard of work ethic

Sales

• Lead Sales Initiatives at a Country-wide level
• Provide direction and focus to sales staff in connection with agreed goals and strategies for the department
• Train, develop, improve Selling Skills, Product Knowledge, and sales talent of all Sales Managers, Salesmen, & sales staff
• Develop Sales Tools to equip and assist sales personnel during selling activities
• Develop short and long-term strategies to complement the overall goal of the Sales Department
• Implement Sales Strategies in all Vietnam branches in accordance with the overall goals and targets set for Royal Cargo Vietnam
• Develop KPI for sales personnel to ensure the profitability for the company while in compliance with company rules and regulations.
• Set up and update training material to train sales members.
• Set up individual KPI, monitor and report.
• Enforce Sales Systems and drive sales performance
• Ensure that Sales personnel comply with procedures in supporting the Global Sales initiatives through sales leads, reports, and data entry in the Sales Platform/System of the company.
• Establish process for monitoring performance measures for all sales personnel and their sales activities.
• Develop a Sales plan for all Vietnam branches, including sales geo-mapping.
• Establish a dynamic and healthy pipeline for Sales to ensure growth
• Help to acquire, retain, and grow market share and customer share of wallet
• Define and provide insights to improve sales performance, customer retention and identify growth opportunities
• Support Sales personnel in developing and cultivating customer relationships for all Vietnam branches.
• Support Sales RFQs, KPIs, CW training
• Keep up with the latest industry developments, trends, and pricing indications in the local market.
• Work with relevant Department Managers to ensure solution/capabilities are developed to address requirements and customer needs while ensuring that the company’s interests are upheld
• Regular coordination with Product Heads regarding quota performance/product changes and/or enhancement
• Establish and maintain productive relationships across the various levels of the organization
• Compliance to all rules, regulations, and KPI attainment
• Review all SOPs/SIs with Product Business Units to ensure adherence to customer commitments
• COMPETENCIES
• Business
• Results Orientation
• Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses on self and others to achieve targets aligned with business goals.
• Personal
• Building and Managing Partnerships
• Uses interpersonal styles to create and sustain effective relationships with business partners (e.g. suppliers, industry groups, competitors, government entities) and colleagues; is open to approaches that meet mutual goals.
• Adaptability
• Responds positively to change; maintains effectiveness when confronted with new work situations or the uncertainty and ambiguity that come with change; is open to new ideas, assignments and approaches.
• Striving for the Best
• Challenges self and others to exceed standards and achieve extra-ordinary results, striving for best in class; is not easily deterred when obstacles or delays are encountered.
• Initiative
• Has inclination for taking action, making decisions and proactively seeking opportunities by considering both current and future possibilities; is a self-starter.
• Leadership
• Developing People
• Facilitates the development of others through personal involvement in coaching, mentoring and sponsorship; creates an environment that fosters learning, growth and development to improve Royal Cargo Vietnam's capability to achieve the strategic vision.
• Building and Leading Teams
• Knows the talent needs of the team; identifies, attracts, and develops the people who can meet those needs; encourages effective cooperation among team members and between teams; inspires team spirit and the commitment to achieve high standards of performance.
• Maximizing Individual Performance
• Gives clear directions and ensures others know what is expected of them; monitors and reviews performance, providing support and guidance to ensure success; enforces quality standards and agreed upon commitments, addressing performance problems in a timely, tactful but direct manner.

JOB REQUIREMENTS

• Education and Experience
• Any combination of education and experience that would likely provide the required knowledge and abilities necessary for satisfactory job performance.
• Experience in international freight forwarding and logistics is a must. Minimum of 8 years including at least 3 years in a management position.
• A Bachelor’s degree with major course in Management, Marketing or related discipline. Post graduate degree preferred but not required.
• Core Competency: Customer Focus, Teamwork, Communication, Problem Solving
• Management Competency: Leadership, Planning, Guiding and coaching, Motivation, Change management.
• Skills/Qualifications
• Computer literate
• Excellent business sales and marketing skills.
• Excellent negotiation and customer service skills.
• Excellent communication (written and spoken) and interpersonal skills
• With good network and strong presence in the market.
• Highly motivated, energetic, disciplined and has excellent presentation skills.
• Has a good understanding of the industry.
• With own car/vehicle and valid driver’s license