Country Head of Sales

5 days ago

Ho Chi Minh City, Ho Chi Minh, Vietnam Talentnet Corporation Full time

This role will be responsible for developing and leading the airfreight sales strategy to achieve revenue, volume, and profitability targets. This also oversees key account development, market expansion, pricing management, and performance coaching for the sales team. The position requires deep expertise in air cargo, airline relations, rate negotiation, and end-to-end operational knowledge in the airfreight segment.

Key Responsibilities:

Sales Strategy & Revenue Growth

  • Develop and execute the national airfreight sales strategy aligned with company objectives.
  • Drive revenue growth through acquisition of new customers and development of key accounts (both at nominate & freehand)
  • Identify new business opportunities (routes, verticals, trade lanes, industries).

Airfreight Product Leadership

  • Build competitive airfreight solutions including rates, routing, schedules, and service offerings.
  • Work closely with airlines, GSA, handlers, and global partners to optimize capacity and pricing.
  • Monitor market trends, fuel surcharge updates, regulations (IATA, ICAO), and competitor movements.

Key Account Management

  • Lead high-value customer engagement; maintain strong relationships with strategic accounts.
  • Ensure customer satisfaction through solution design, service performance tracking, and issue resolution.
  • Oversee tender management, RFQ/RFP submissions, and contract negotiations.

Team Leadership & Performance Management

  • Manage and develop the Airfreight Sales team to ensure strong pipeline generation and target achievement.
  • Set KPIs, monitor productivity, and provide training and coaching.
  • Enhance sales processes, reporting, and CRM discipline.

Cross-functional Collaboration

  • Work closely with Operations, Pricing, Finance, and Customer Service teams to ensure seamless execution.
  • Align with regional/global commercial teams on trade lane focus and strategic initiatives.
  • Support product development and new service offerings.

Qualifications & Requirements:

Education

  • Bachelor's degree in business, Logistics, Supply Chain Management, or related field.

Experience

  • At least 10+ years of experience in freight forwarding (including 3-5 years at the same role), with a strong focus on airfreight sales.
  • Proven track record of leading a sales team and achieving commercial targets.
  • Strong network within airlines, GSAs, airport handling agents, and air cargo stakeholders.

Skills & Competencies

  • Deep knowledge of airfreight operations, capacity management, routing, and international trade compliance.
  • Strong negotiation, communication, and customer management skills.
  • Data-driven mindset with strong analytical and forecasting skills.
  • Ability to lead and inspire a high-performance sales team.
  • Familiarity with CRM tools, sales pipeline management, and tender processes.

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