Sales Manager (Cross-border and Road Freight)

Job Summary:

KART Vietnam is a member of KLN Vietnam (Kerry Logistics Network) is looking for Sales Manager.

The Sales Manager is responsible for driving profitable revenue growth for the Road Freight and Cross-border Overland Business under KART VN, covering Full Truck Load (FTL), Less-than-Truck Load (LTL), cross-border trucking, bonded and non-bonded overland transportation, and associated value-added services. The role leads new customer acquisition, strategic account management, route and lane development, and the achievement of revenue and gross profit targets. The incumbent will design tailored cross-border logistics solutions, manage large tenders and long-term contracts, and build a high-performance sales team aligned with the BU’s commercial strategy.

Scope and Accountabilities:

1. Revenue Growth & Business Development

- Achieve annual sales revenue and gross profit targets for Road Freight & Cross-border Overland under KART VN.

- Develop and execute sales strategies to grow FTL, LTL, cross-border trucking and value-added service volumes across target lanes and industries.

- Identify and secure new business opportunities in target verticals (e.g. electronics, manufacturing, retail, FMCG, automotive, industrial).

- Lead the design of commercial proposals, rate cards and lane-based solutions, including FSC (Fuel Surcharge) mechanisms and cost-plus / fixed-price models.

- Monitor sales performance versus budget and implement corrective actions when gaps emerge.

- Coordinate with other countries’ sales teams on pricing, quotation and execute sales strategy.

2. Customer Acquisition & Strategic Account Management

- Build and maintain a strong pipeline of prospective customers and convert opportunities into contracted business.

- Lead customer presentations, commercial negotiations, tender responses and contract closures for key and strategic accounts.

- Develop long-term partnerships with major shippers and grow account profitability through cross-selling of multimodal and value-added services.

- Ensure high levels of customer satisfaction, on-time issue resolution and retention of strategic accounts.

- Work closely with management during the contracting stage to secure optimal commercial terms and risk allocation.

3. Cross-border Lane Development & Product Design

- Identify, validate and develop profitable cross-border overland lanes (e.g. China–Vietnam, China–ASEAN, intra-ASEAN) in line with market demand.

- Collaborate with Operations, Customs / Compliance and Carrier Management teams to design end-to-end cross-border solutions covering pickup, border clearance, transit and delivery.

- Stay current on cross-border regulations, customs procedures, bonded trucking schemes and transit documentation to ensure compliant service offerings.

- Support product design for standard and bespoke road freight solutions, including SLA definitions, exception handling and pricing frameworks.

4. Sales Planning, Pipeline & Market Intelligence

- Maintain an accurate sales pipeline, forecast and opportunity tracking in the CRM system.

- Drive effective CRM utilization, sales reporting and KPI review cadence.

- Monitor market trends, competitor activities, fuel price movements and industry developments; translate insights into growth strategies.

- Build market intelligence and tender anticipation capabilities to pre-empt major RFQs and seasonal demand shifts.

5. Team Leadership & Development

- Lead, coach and motivate the sales team to achieve individual and collective targets.

- Set clear objectives, monitor performance and provide regular feedback and development planning.

- Propose and optimize the BD / sales structure to maximize coverage and hunting efficiency.

- Review and continuously improve sales processes, from lead generation to contract renewal.

- Foster a high-performance, customer-centric and compliance-aware sales culture.

6. Cross-functional Collaboration & Operational Alignment

- Collaborate with Operations, Carrier / Fleet Management, Customs & Compliance, Customer Service, Finance and Procurement to deliver profitable and operationally feasible solutions.

- Ensure commercial commitments (capacity, transit time, SLA) are aligned with operational capabilities and available fleet / carrier resources.

- Support the resolution of commercial disputes, rate adjustments and FSC renegotiations with customers and carriers.

Education Background:- Bachelor’s degree or above in Logistics, Supply Chain, Business Administration, International Trade or a related field.

Working Experience:- Minimum 6–8 years of sales experience in Freight Forwarding, Logistics, 3PL, Shipping or Supply Chain industry, with a proven track record in road freight / overland transportation.- Minimum 3 years in a managerial or team leadership role.- Demonstrable experience in cross-border trucking, FTL / LTL business, and managing large logistics tenders and long-term contracts.- Experience in developing cross-border lanes and managing key / strategic accounts is essential.- Familiarity with China-ASEAN / Greater Mekong cross-border trade corridors is a strong advantage.

Professional Knowledge:- Strong understanding of road freight operations, cross-border customs procedures, bonded transportation, and relevant regulatory requirements.- Good knowledge of pricing models, FSC mechanisms, cost structures and profitability management in overland logistics.- Understanding of Contract Logistics and multimodal integration is a plus.

Skills & Competencies:- Excellent negotiation, presentation and commercial closing skills.- Strong analytical and problem-solving abilities, with a data-driven approach to sales management.- Proficiency in MS Office (Excel, PowerPoint, Word) and CRM systems.- Fluent English (spoken and written). Chinese/Thai or other language skills are a distinct advantage.- High level of integrity, result orientation and ability to work under pressure in a fast-paced cross-border environment.

Group Health Insurance

Attractive Sales Incentive