Senior Sales Manager - Job Description
A. Overall Role Purpose
Lead and manage the Southern Vietnam Sales Function 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 when
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
Provide effective reporting of all activities to the Managing Director of Vietnam.
Develop and maintain 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
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.
Assist in the development of customer strategies to secure new businesses.
Identify, establish and manage multi-tiered relationships across customer and DHL organization to
ensure a long-term business partnership and achievement of corporate goals.
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
With minimum 3-5 years experience in sales team management and accounts development of
Vietnam's domestic logistic / e-logistic fields is a must (region level). Large team management exposure
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