HEAD OF SALES

Position Information:

Location: Hanoi or Hai Phong

Department: Sales & Business Development

Reports to: Managing Director

Role Purpose:

The Head of Sales is the commercial leader of the branch, fully responsible for revenue growth, gross profit performance, and strategic customer development. This role drives sales execution, builds a high-performance sales organization, and ensures sustainable, profitable expansion across ocean freight, air freight, and integrated logistics solutions.

Key Responsibilities

1. Commercial Leadership & P&L Ownership

• Own branch sales budget, revenue targets, and gross profit performance.
• Develop and execute annual sales strategy aligned with company objectives.
• Drive profitable growth across Ocean (FCL/LCL), Air Freight, and Cross-border solutions.
• Ensure pricing discipline and margin protection across all business segments.

2. Business Development & Key Account Management

• Develop and maintain strategic relationships with key customers and partners.
• Expand customer portfolio in manufacturing, export, and industrial sectors.
• Lead high-level negotiations for strategic accounts and long-term contracts.
• Monitor pipeline health and ensure accurate forecasting.

3. Team Leadership & Capability Building

• Lead, coach, and develop Sales Team Leaders and BDMs.
• Build a performance-driven and solution-selling culture.
• Implement KPI tracking, performance reviews, and incentive plans.
• Strengthen cross-functional collaboration with Operations, Pricing, and Finance.

4. Trade Lane & Market Expansion

• Identify growth opportunities in key trade lanes (e.g., Vietnam–USA, intra-Asia).
• Collaborate with overseas agents and network offices to increase inbound and outbound volumes.
• Drive value-added services such as customs brokerage, warehousing, and inland transport.

5. Governance & Risk Control

• Ensure compliance with company policies, credit control, and contract governance.
• Monitor market trends, competitor activity, and pricing dynamics.
• Report regularly to senior management on sales performance and strategic initiatives.

Requirements:

• 7–12+ years of experience in logistics sales, with at least 3 years in a leadership role.
• Strong knowledge of ocean freight, air freight, and integrated logistics solutions.
• Proven track record of achieving revenue and gross profit targets.
• Strong network within manufacturing/export sectors in North Vietnam.
• Excellent leadership, coaching, and team-building skills.
• Strong negotiation, strategic thinking, and commercial acumen.
• Fluent English communication skills. Chinese is a strong advantage.