Head of Sales - Job Description
A. Overall Role Purpose
Lead and manage the Vietnam Sale Function (about 25 members) to achieve desired market position
and exceed targeted performance : revenue, profitability, service quality. Participate in industry thought
leadership building. Offer full range of e-Commerce Products; liaise with other business units within DHL
Ensure that customers receive the highest levels of service from the network. Inculcate a culture of
consultative selling approach to sell DHL products and solutions and improve the overall competitive
advantage of the customer.
Report directly to Managing Director, Vietnam
Working location : 7th Floor, Etown 3 building, 364 Cong Hoa Street, Ward 13, Tan Binh District, Ho Chi
1. Customer External
Build sustainable and trusting relationships through a well harmonized and well-developed salesforce
Deliver customer-focused service offerings, ensuring there is a common understanding of service
expectations and solutions
Provide customer-oriented service at all times relating to specific sales & business issues
Co-ordinate commercial activities to retain and develop sustaining sales revenue
Close business deals
Drive team to deliver ease-of-use in onboarding and integration between customers and DHL
2. Customer Internal
Regional & Country Senior Management
Provide effective reporting of all activities to the Managing Director of Vietnam.
Develop and maintain relationships with senior management teams
Provide country-specific knowledge and participate in industry-related strategy setting
Perform regular co-visits / calls with Sales to monitor development of skills and to identify further areas
for training and development.
Assist in the development of customer strategies to secure new businesses.
Drive sales improvement through harmonized processes
3. Stakeholder Internal
Country Office (other departments)
Develop a working relationship with the relevant support sections e.g. Commercial, Finance, IT,
Operations to ensure they are kept up to date with all issues relating to sales focus areas and customer
Strive to deliver industry s best in class’ sales competence throughout the sales Teams which include
harmonized processes for competency development, selection, recruitment, induction, objective setting
and any other sales-related activities.
Work closely with sub-region Sales Teams to implement Salesforce.com system to drive efficiency and
transparency of Sales Performance in the e-Commerce Channel
Identify, establish and manage multi-tiered relationships across customer and DHL organization to
ensure a long-term business partnership and achievement of corporate goals.
Collaborate with the Sales Force Automation Manager AP to implement a sales force automation system
that drives both effectiveness and efficiency of sales personnel in the Direct Sales and Relationship sales
segments, with full transparency of performance levels and integration within the existing DHL proprietary
a. Customer Management
Develop commercial strategies to ensure implementation and set the direction for business growth into
new and existing customers through up-selling and cross-selling.
Drive annual budgeting, regularly analyze and evaluate progress against pipeline, revenue and profit
b. Team Management
Lead, motivate, train, coach and monitor performance of staff
c. Sales / Customer Account Development Planning and Follow Up
Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business
prospects and maximizes growth within the existing client base so that the required personal sales results
Display strong skills in customers’ analysis to ensure that all customer requirements are being fulfilled.
Manage and co-ordinate the sales activities of Customers Accounts in order to retain and develop their
Provide ongoing training and development of the Team.
d. Margins / Profitability Assurance
Adhere to regional standards on profit margins and discount guidelines
Ensure all customer agreements are cost-sensitive to ensure a suggested minimum pricing tariff is set
and adhered too. Any deviations from this tariff require management agreement and justification
5. People Management
Develop a high-performance service culture within the functional department. Plan, organize and direct
and efficient and effective functional department.
Develop IKOs / KPIs with team members and monitor individual performance.
Conduct performance appraisal.
Manage the allocation of appropriate resources and commitment of staff to the achievement of Global,
Regional and Country objectives and targets : recruit, train, coach, motivate, develop
Identify training needs and opportunities to develop a highly-skilled functional department.
A. Key capabilities
1. Expected years of experience
Minimum 8 years experience in Sales & Commercial environment and consultative selling
With minimum 3-5 years experience in sales team management and accounts development (country
level). Large team management exposure will be preferred
Experience in Vietnam's domestic logistic field is compulsory.
Good interpersonal and excellent communication skills
Committed, goal and result oriented, customer-focused
Maintain performance under pressure
Familiarity with solution selling, in addition to price and product selling
Computer literacy in Microsoft and other relevant applications
English : advanced level
3. Educational Qualifications
Masters in Business or equivalent
a. Competency segment "Business"
Customer Orientation : is focused on identifying and understanding each customer’s needs. Expresses
and acts on desire to assist customers in an efficient and friendly manner.
Planning & Organizing : Sets clear and realistic goals and objectives. Establishes a course of action and a
sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good
personal organization. Schedules time effectively and use efficient work methods and tools.
Decision Making : Makes timely and appropriate choices based on accurate analysis and experience.
Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans on how
to manage risk.
b. Competency segment "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 DHL's capability to achieve the strategic vision.
Building and Leading Teams : Knows the talent* needs of the team. 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.
c. Competency segment "Personal"
Influencing : Persuades others of the value of an approach or idea. Gains commitment and support and
gets others to willingly take action.
Communication : Provides both verbal and written information in a timely, clear and concise manner.
Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and
summarizes or asks questions, when needed, to clarify information.
Commitment to Excel : Challenges self and others to exceed standards and achieve extraordinary results,
striving for best in class. Is not easily deterred when obstacles or delays are encountered.