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.