Senior Manager, Business Development (Commercial)

• 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.

• 1. Experience & Skills Required: - 7+ years of B2B sales experience in contract logistics, contract transportation, 3PL or related logistics solutions in Vietnam, with a proven track record of winning new business. - 2+ years of experience managing and developing Business Development or Sales teams with revenue targets. - Proven experience selling to operational decision-makers across brand owners, operators and 3PLs, with hands-on experience in RFQs and tenders. - Experience in industrial, HVAC, MRO, FMCG or consumer distribution is highly preferred. - Strong commercial acumen with the ability to understand cost structures, build pricing and protect margins. - Experience working with third-party vendors/carrier networks and assessing operational feasibility. - Bachelor's degree or higher in Business, Logistics, Supply Chain or a related field. - English – business proficiency required; Vietnamese – native.

2. Core Competencies: -

Hunter mindset

• Strong new-business development and pipeline-building capability. -

Operational & commercial judgment

• Able to translate customer requirements into viable solutions and make sound commercial decisions. -

Leadership

• Able to set targets, coach BDMs and drive accountability for pipeline and revenue. -

Adaptability

• Comfortable working in a growing business where processes and commercial playbooks continue to evolve.