- Job Purpose
- Drive profitable revenue growth by identifying, developing, and closing Value Added Services (VAS) opportunities across Customs, International & Domestic Trucking, and Warehousing. This role owns new customer acquisition and VAS revenue targets while positioning DHL Global Forwarding (DGF) as the preferred partner for comprehensive end-to-end supply chain solutions in the Vietnam market.
- The Business Development Manager will collaborate with operations, product, and commercial teams to design and implement tailored VAS solutions that drive customer satisfaction and business profitability.
- Reporting & Location
- Reports to: Head of Value Added Services (VAS), Integrated Trucking and Railway (ITR), Integrated Warehouse Services (IWS)
- Working Location: 11th Floor, Etown 2 Building, 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City, Vietnam
- Work Arrangement: Office-based with regular client meetings, site visits, and industry events; travel (mainly in Vietnam) when necessary
- Key Accountabilities
3.1. Business Development & Sales
- Identify, pursue, and acquire new customers requiring customized logistics solutions beyond traditional freight forwarding
- Develop and maintain a robust sales pipeline of prospective customers requiring VAS services
- Manage end-to-end sales cycle from prospecting to closure for VAS opportunities together with Sales and related Product teams
- Achieve or exceed new customer acquisition targets and revenue goals
- Partner with Account Management teams to identify upsell and cross-sell opportunities within existing accounts
3.2. Solution Development
- Develop innovative VAS solutions that address specific customer pain points and enhance supply chain efficiency
- Coordinate with Solution team to design customized solutions for customers
- Develop standardized VAS solution templates and service packages for common customer needs
- Coordinate customer onboarding and implementation of VAS solutions
3.3. Market Intelligence
- Conduct market research and competitive analysis to identify industry trends, customer needs, and opportunities
- Act as subject matter expert on Customs, VAS offerings and best practices in the industry
- Coordinate with Marketing & Sales teams to align VAS positioning and go-to-market strategies
- Perform competitive benchmarking to ensure VAS offerings remain market-leading
3.4. Relationship Management
- Build and nurture strong relationships with key decision-makers and stakeholders at prospect and customer organizations
- Conduct regular client meetings, presentations, and site visits to understand evolving needs
- Support Sales and Account Management teams through co-selling, joint customer visits, and proposal development
3.5. Reporting & Analytics
- Provide regular reporting on VAS sales performance, conversion rates, and business development metrics
- Analyze pipeline data to forecast revenue and identify areas for improvement
- Team Collaboration & Leadership
4.1. Direct Reports: This is an individual contributor role with potential for team leadership as the VAS function grows
4.2. Key Collaboration Responsibilities:
- Foster team collaboration and knowledge sharing across departments
- Champion a culture of quality, service excellence, flexibility, and compliance
- Pursue continuous professional development and industry knowledge
- Identify training needs and opportunities to develop functional capabilities
- Requirements
5.1. Professional Experience
- Minimum 5-7 years of experience in business development, sales, or account management within logistics, freight forwarding, 3PL, or supply chain industry
- Proven track record in B2B sales with demonstrated ability to identify, pursue, and close new business
- Deep understanding of Value Added Services in logistics environment
- Experience in solution selling and consultative sales approach
- Strong knowledge of customs, trucking, warehousing
- Experience with contract negotiations and commercial agreements
- Experience in the Vietnam market with understanding of local business culture
- (preferred) Experience in one or more of the following sectors: High-tech, Engineering & Manufacturing (E&M), Life Science & Healthcare (LSHC), Retail, Fast-Moving Consumer Goods (FMCG), or Automotive
5.2. Education & Certifications
- Bachelor's or Advanced Degree in International Business, Business Administration, or Supply Chain Management
- Professional certifications in logistics, sales, or supply chain management (advantageous)
5.3. Core Competencies
- Excellent negotiation, logical thinking, and problem-solving skills
- Strong analytical capabilities with attention to detail
- Demonstrated leadership and stakeholder management skills
- Strong compliance mindset and commitment to ethical business practices
- Self-motivated with ability to work independently and as part of a team
5.4. Language & Technical Skills
- Exceptional verbal, presentation, and written communication skills in Vietnamese and English
- Chinese (advantageous)
- Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint, Visio)
- Familiarity with CRM and sales pipeline management tools
- Career Development
This role offers a clear progression path within the VAS organization. High performers may advance to Senior Business Development Manager, Head of VAS, or transition into broader commercial leadership roles within DHL Global Forwarding
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