Senior Manager, Business Development (Commercial)

Responsibilities:

• Pipeline Development & New Account Origination:
• Personally prospect, qualify and develop new B2B contract logistics and contract transportation accounts, owning the full sales cycle through to signed contract.
• Focus on South Vietnam, while pursuing cross-region, South-to-North and other nationwide opportunities as they arise.
• Sell to operational decision-makers at brand owners and at the operators and 3PLs managing their distribution, while opening direct entry points to the brands behind operators we already serve.
• Target segments where customers value operational capability, including industrial, building systems, HVAC, MRO, FMCG and consumer distribution.
• Commercial Proposition & Deal Structuring:
• Diagnose customer operational requirements and translate them into commercially structured proposals.
• Capture key operational and cost drivers, including delivery points, vehicle requirements and site conditions, before pricing.
• Work with Operations and Vendor Management to scope feasible solutions and define SLA commitments before presenting to customers.
• Lead formal tenders, RFQs and e-sourcing responses, including multi-country enterprise opportunities.
• Build pricing from verified vendor costs and structure contracts to protect margin.
• Account Revenue Plan & Growth:
• Develop monthly revenue plans for accounts and manage performance against plan.
• Grow existing accounts through additional lanes, services, higher-value opportunities and warehousing where appropriate.
• Ensure effective BD-to-Operations handover, including solution sign-off and complete workflow and SLA requirements.
• Stay close to newly won accounts and address operational issues before they become commercial issues.
• Commercial Strategy & Market Intelligence:
• Own segment and account prioritisation for the unit, including where to hunt, where to invest in solutions and when to walk away from opportunities.
• Work with Finance and Operations on pricing guardrails and make commercial decisions within the approved mandate.
• Report weekly on prospects, competitors, vendor-side capacity and demand signals.
• Flag accounts where requirement complexity and process integration create material switching cost.
• Define the repeatable deal archetype as the pipeline matures
• Team Leadership & BD Development:
• Directly manage 2 Business Development Managers and support recruitment and ramp-up as the team grows.
• Set weekly targets, review pipeline and coach the team on opportunity qualification, operational assessment and commercial structuring.
• Ensure the team focuses on the right segments and buyer profiles, with accurate CRM, pipeline and forecast management.

Requirements:

Experience & Skills Required:

• 7+ years of B2B sales experience in contract logistics, contract transportation, 3PL or related logistics solutions in Vietnam, with a proven track record of winning new business.
• 2+ years of experience managing and developing Business Development or Sales teams with revenue targets.
• Proven experience selling to operational decision-makers across brand owners, operators and 3PLs, with hands-on experience in RFQs and tenders.
• Experience in industrial, HVAC, MRO, FMCG or consumer distribution is highly preferred.
• Strong commercial acumen with the ability to understand cost structures, build pricing and protect margins.
• Experience working with third-party vendors/carrier networks and assessing operational feasibility.
• Bachelor's degree or higher in Business, Logistics, Supply Chain or a related field.
• English - business proficiency required; Vietnamese - native.

Core Competencies:

• Hunter mindset: Strong new-business development and pipeline-building capability.
• Operational & commercial judgment: Able to translate customer requirements into viable solutions and make sound commercial decisions.
• Leadership: Able to set targets, coach BDMs and drive accountability for pipeline and revenue.
• Adaptability: Comfortable working in a growing business where processes and commercial playbooks continue to evolve.

Benefit:

• Working Location: Ninja Van Vietnam Office, Ho Chi Minh city.
• Salary and benefits:
• Competitive salary package.
• Tet bonus and performance review.
• Full social insurance contribution based on gross salary.
• 12 days of annual leave and 5 days of paid sick leave.
• Health insurance coverage.
• Year-End Party.
• Attractive team-building activities and regular employee engagement programs.
• Company laptop provided.
• Training and developing:
• Opportunities to participate in internal training programs (online and offline).
• Clear career progression opportunities.
• Work environment & colleagues:
• Open-minded and supportive leaders who encourage personal and professional growth.
• Young, dynamic, and collaborative working environment.