Job Location -
Ho Chi Minh City, Vietnam
Role Objective:
To drive sustainable and profitable sales and business growth in assigned hybrid markets (sales territories) by managing and developing key accounts, identifying new opportunities, and working closely with distribution partners, architects & designers (A&D), and end customers to secure specifications. The role focuses on:
- Strategic Accounts and Opportunity Management
- Sales through Distribution Partners
- Promoting the brand's strengths in design, performance, and sustainability
- Executing market-specific promotional activities
The ultimate objective is to consistently achieve or exceed sales and profitability targets while ensuring long-term growth and market leadership in Carpet Tiles, Rubber, and LVT product categories and drive a health market segmentation strategy.
The key responsibilities include but are not limited to:
- Strategic Sales and Business Development:
- Proactively identify and convert high-potential opportunities within target segments, while nurturing and expanding existing customer relationships.
- Own and drive a robust sales pipeline with accurate forecasting and disciplined opportunity management.
- Lead the end-to-end sales processfrom lead qualification to closureensuring a seamless and consultative customer experience.
- Deliver compelling product presentations and demonstrations that represent the Interface brand and clearly articulate differentiated value and solution fit.
- Lead commercial negotiations to craft mutually beneficial agreements that align with both customer needs and business goals.
- Build strong engagement with procurement leaders, PMCs, and architects to influence specification and win project mandates.
- Collaborate effectively with distributor teams and internal stakeholders to shape winning strategies for key pursuits.
- Confidently manage complex RFPs and large-scale project bids with clarity and precision.
- Key Account Management and Customer Advocacy:
- Build strong partnerships with key accounts by positioning yourself as a trusted advisor and solutions partner.
- Serve as the single point of contact, ensuring responsiveness, reliability, and continuity of engagement.
- Conduct regular strategic account reviews to uncover new needs, elevate service delivery, and identify upselling/cross-selling potential.
- Act as the voice of the customer internally gathering insights and influencing product development and service improvements.
- Distribution Channel Enablement and Influence:
- Provide strategic direction and hands-on support to Distributor Partners to amplify market reach and effectiveness.
- Drive alignment through consistent product messaging, training, and capability-building for distributor sales teams.
- Guide distributors in prioritizing high-impact opportunities and accounts, offering insights on customer needs and buying behavior.
- Lead the planning and execution of impactful marketing engagements and specification activations within the design community.
- Market Intelligence and Commercial Strategy Execution:
- Stay ahead of market dynamics by continuously scanning competitive activity, industry shifts, and customer trends.
- Translate market insights into actionable sales strategies that sharpen value positioning and differentiate our solutions.
- Support strategic planning through a deep understanding of customer expectations and evolving industry needs.
- Cross-Functional Collaboration and Stakeholder Alignment:
- Act as a bridge between sales and internal functionsmarketing, supply chain, sales and customer supportto ensure flawless execution of client deliverables.
- Collaborate with global and regional counterparts to share market intelligence, best practices, and strategic learnings.
- Participate in product and sales enablement initiatives, staying current on offerings and equipping yourself to lead in customer conversations.
- Commercial Performance and Business Reporting:
- Consistently achieve or exceed assigned revenue and profitability targets, contributing to the region's growth ambitions.
- Maintain disciplined documentation of customer engagements, project status, and pipeline health via CRM platforms.
- Deliver structured performance reporting and insights to senior leadership, along with data-driven recommendations for course correction or acceleration leveraging Power BI reporting.
Core Competencies:
- Strong communication and negotiation skills with the ability to engage effectively with procurement heads, end-customer, PMCs, and architects.
- Ability to manage multiple accounts and projects while maintaining a focus on achieving sales targets.
- Good analytical skills to assess market conditions and recommend appropriate strategies.
- Proficiency in CRM tools and MS Office Suite (Word, Excel, PowerPoint, Power BI).
- Strong organizational and time management skills with the ability to work independently and within a team.
Academic Background
- Preferred: Bachelor's degree in business/design/Architect.
- Advantageous: MBA or equivalent postgraduate qualification in Sales, Marketing, or Business Administration.
Experience:
- Minimum 6-8 years of experience in consultative sales roles, with at least 4 + years of experience in selling premium (international) products within the office interior materials or allied industries.
- Strong experience in B2B sales, with a proven ability to manage multi-stakeholder decision-making processes.
- Demonstrated success in managing accounts and building long-term customer relationships.
- Strong experience in respresenting and driving strong international brand awareness.
