As a member of Navigos Search Ha Noi, who have been contributing to the business development and sustainability of the team during the past time, I was working closely with clients in a wide range of practices including industrial sales, building materials, garment/footwear sourcing, mechanical manufacturing and packaging solutions and so on.
Customer relationship management
o Accountable for developing the company’s position and customer base in the market
o Drives proactive engagement and solution selling with different customer segments showing value over the lifecycle
o Ensures development of customer relationships, profitability, customer loyalty and satisfaction.
o Approves and follows up customer plans for strategic and core 1 in his/her area
o Selects/appoints team members to manage the strategic / core 1 customer relationships
o Identifies and builds relationships to key decision makers, potential new targets and influencers
o Promotes and demonstrates the value of company digital offering
Plan sales, manage pricing and offering
o Responsible for Regional and Individual Sales Plans (ISPs) for his/her team
o Participates in market and customer analysis to ensure quality of sales planning
o Participates in pricing and offering management in order to drive market pricing and profitability
o Balance order received growth and profitability by managing discounts
o Responsible for gathering relevant information about competitors and market from the field
o Responsible for identifying opportunities for cross-selling of all company solutions
Manage Sales Funnel
o Accountable for leading the Sell process including CRM data quality of contacts, customers, influencers, opportunity management, and won and lost reporting
o Accountable for ensuring results within orders, contracts, profitability and market price development
o Sets sales targets according to market potential and FL unit guidelines
o Gives direction and focus on the right customers through proper customer analysis
o Ensures the correct value propositions by his/her team
o Drives sales result from his/her team on short and long term
o Executes and advises pricing guidelines for his/her area
o Approves tenders and orders above salespersons’ limits
o Utilizes global processes and tools for local benefit
Leadership / People management
o Leads the sales team (Salespersons, Sales Specialists) to be proactive with customers, to use company solution selling methodology and to communicate the value of company solutions to customers’ own performance
o Coaches the team members to achieve better results through constant one to one dialogues and sharing of best practices
o Manages the performance of the team
o Ensures adequate resources to achieve the short and long term targets
o Develops the competences of the sales team
o Motivates & inspires the team & individual to high performance
o Ensures great onboarding experience for new employees in the team
o Responsible for succession planning for his/ her team
Will be given in interview
Will be given in interview
• Bachelor or Master’s degree in economics, engineering or other relevant field.
• Good command of English and Vietnamese.
• 8-12 year experience in sales/sales management from building material industry, B2B.
• Experience in people management
• Understands business planning, controlling and sales acumen: understands selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management.
• Digital assertiveness: comfortable and excited about the opportunities digital solutions
• Comfortable with numbers: leads performance by facts and numbers, relies on sales tools and analytics and understands the financial benefit we bring to the customer and is able to capture a part of the value through smart pricing approach.