Senior Sales Manager - Job Description
• 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
• 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
• Drive team to deliver ease-of-use in onboarding and integration between customers and DHL
• 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.
• 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
• 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
• 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.
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