Head of Sales

2 months ago

Ho Chi Minh City, Vietnam DHL Full time

**Job Purpose**:

- Drive Sales Strategy for Vietnam in alignment with DGF Global Sales strategy
- Drive Volume and GP growth in line with the country budgets
- Build and maintain relationships with all our top customers in Vietnam
- Maintain a motivated sales force by providing them with necessary coaching
- Work with CSI /MNC and DGF Network teams to drive volume / GP development
- Build alignment with country and regional product teams to maintain and grow customer base
- Provide country management with guidance about the market for effective forecasting

**Main Accountabilities**:

- Achieving the country GP and Volume budgets
- Growing Vietnam controlled BC business as per targets agreed
- Ensure sufficient qualified pipeline for each product and key trade lanes to support new business development
- Assign targets to individual sales persons across all sales channels.
- Conduct regular sales performance reviews and address any poor sales performance issues
- Administer the country sales incentive scheme in alignment with HR and regional direction
- Work with Regional BC and Sales Steering team to ensure all Sales KPI's are monitored and controlled
- Drive trade lane specific strategies with all key network partner countries
- Drive global / regional campaign related initiatives in Vietnam
- Supports Country Head to devise and fine tune strategic initiatives

**Process**:

- Set sales targets and measurement metrics
- Set and administer the country sales incentive scheme

**People Management**:

- Build an engaged sales team through setting effective targets and supporting the team to achieve goals through regular performance appraisal and coaching
- Develop IKOs/KPIs for team members and monitor individual performance
- Identify training needs and opportunities to develop a highly skilled functional department
- Maintain excellent rapport with other departments to drive country initiatives
- Build strong relationships with our top customers to ensure long term business success
- Maintain regular contacts with X-BU leaders, CSI / MNC teams and HOD's of key partner countries

**Job Requirements**:

- Minimum of 7 years experience in sales function / management
- Exceptional knowledge of forwarding Industry
- Relevant experience in Sales, Business Development and Logistics
- Bachelors or Masters degree in relevant topic
- Deep knowledge of forwarding business and understanding of Product offering
- Experience in VN /Southeast Asia will be considered a positive
- Proven success in a senior Sales role, with solution selling approach to grow volumes
- Collaborative leadership style
- Strategic thinking skills
- Strong people and communication skills
- Excellent written, verbal, presentation and negotiation skills
- Fluent in English verbal/written communication

**Working Location**:DHL Global Forwarding (Vietnam) Corporation - Head Office - 11th Floor, eTown2 Building, 364 Cong Hoa Street, Tan Binh District, Hochiminh city, Vietnam

**Why join DHL Global Forwarding?**

DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure the transport of all kinds of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. They also include special transport-related services.

Our business model is very asset-light, as it is based on the brokerage of transport services between customers and freight carriers. We consolidate shipments to achieve higher volumes, purchase cargo space at better conditions and optimize network utilization. Our global presence means we can offer a variety of routing options and meet our customers' increasing demand for multimodal shipments.

As the world’s leading logistics’ company, DHL offers a wide range of interesting job challenges and opportunities in our different divisions around the globe. Our performance management system supports us in recognizing your potential, evaluating your performance, and continuously planning the development of your career with DHL. We will always enable you to take on responsibility and encourage your growth, personally and professionally.

We are proud of our history and what we have created, a global market leader with 30,000 passionate employees. Our aspiration is to become the undisputed leader in our industry, when people think of forwarding; we want them to think DGF, because we have:

- The largest global network with more than ~30,000 passionate employees
- The most efficient processes and fastest response times
- The best solutions and best customer service

Our Vision: The Logistics Company for the World

Our Mission: Excellence. Simply Delivered.

Our Purpose: We connect people, improving their lives.

Our Values: Respect & Results

Our Goals: Employer, Provider, and Investment of Choice, Living Responsibility

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