National Sales Manager, Vietnam

Work Location - Ho Chi Minh

Key Activities / Accountabilities

Area Management

Develop the national sales strategy, based on the GEODIS Global Strategy in complete alignment with the Regional business strategy and market trends. Create an annual sales plan and budget for the country built bottom up from each of the 3 sales channels, delivering sales force efficiency and effectiveness that meets or exceeds the budgeted growth in sales and profitability

• Allocate all CSA customers as per the regional sales strategy and rules to CSA Tele-sales resources;
• Define territories of Field Sales based on specified postal codes or otherwise defined geographical regions;
• For CSA and Field Sales, productivity improvements (number of customer contacts) must be targeted for improvement each year over the prior year. Driving factor of success for these two sales functions is more calls you make, the luckier you get;
• Adopt the principles of the Selling Mechanics to increase the activity and the return of locally controlled business within the CSA and Field Sales Channels;
• Structure and allocate Key account clients based on vertical market segmentation in complete alignment with the regional sales structure and strategy;
• Align incentive programs by sales channel with the regional incentive policy;
• Establish individual sales budgets reflecting growth rates demonstrative of market share gains;
• Ensure communication and understanding of the strategic plan including objectives;
• Manage relationships with all applicable stakeholders.

Business Development

Create and maintain a profitable and customer-focused organisation with a strong pool of sales talent to contribute to the achievement of the strategic growth ambitions of the region

• Ensure all sales resources understand and comply with reporting rules principally in the company provided CRM tool.This includes accountability for entering accurate and timely information;
• Measure, monitor and observe directly the front line selling resources through call observations, accompany on sales visits, reviewing pipeline and territory call planning. Coach, mentor and develop the team to be highly effective and efficient selling professionals;
• Ensure that all sales resources are fully and properly trained to understand who GEODIS is, what we do, how we are to be presented to the customers in the market, and are experts in the unique differentiators that make GEODIS the premier supply chain solutions provider in the market;
• Work with Regional Business Development Department to ensure alignment to corporate strategies in terms of focus on verticals, branding, marketing materials, media strategies, campaigns and all customer targeted communication;
• Monitor and engage with the market to understand trends and local country business strategies, collaborate with regional sales and marketing teams to develop products and service offerings that can be replicated and scaled to customers of all sizes within a given vertical segment or sub-segment;
• Recruit and develop top level sales talent in all selling disciplines;
• The future of the company depends on our sales success, there is no room for failure and performance below expectations will not be accepted.

Financial Management

Ensure profitability of the country and the achievement of the national sales plan and budget

• Ensure and monitor planning and control by respective sales channel on a national level;
• Monitor loss making or low yield customers and develop action plans with sales owner to revert;
• Ensure compliance to credit management policies as well as ensuring that the sales owner is involved in actively understanding and communicating with the customer on any delays in payment or collection issues.

Management Information

Gather, consolidate, analyze and report management information on national level related to sales performance, to ensure alignment with regional sales strategy as well as to ensure realization of national sales plan and budget

• Commit to the single reporting tool concept which is defined for sales using the global CRM tool;
• Manage the reports and the performance of the sales team utilizing the performance dashboards for each sales channel respectively as well as the BD Performance Tool and the Monthly SALES LEAGUE report;
• Provide timely and accurate reporting of relevant details as required and requested;
• Ensure all stakeholders/ users are fully trained in CRM system and CRM reporting tools, no local reports are permitted to measure sales performance.

Business Planning and Performance Improvement

• Drive behavior across all sales channels focusing on productivity in CSA and Field Sales and pipeline size and quality across all 3 channels;
• Conduct regular performance reviews of all sales functions in the country and ensure agreement is reached upon appropriate corrective actions where results are below target;
• Manage an effective and balanced portfolio of business across the 3 sales channels and the focused; verticals, increasing pipeline size and quality consistently across all selling channels and all selling resources under your responsibility;
• Use a Business Excellence model to achieve continuous improvement of results and ensure best practices approaches are deployed throughout the country.

Process Management

• Manage the standard process for each sales channel as outlined and communicated by the regional sales strategy;
• Implement and constantly enforce agreed company-wide health, safety and security systems that make provision for systematic identification and elimination of hazards.

Organizational Culture

• Create a positive work culture to ensure the commitment of both the staff to the company and vice versa are realized, be the employer of choice;
• Insure that standards are deployed and used to foster a performance based culture with clearly defined expectations supported by tools, training and mentoring;
• Embrace the 5 values of Geodis be an ambassador by demonstrating these values in everything you say and do.

Leadership

Steer, develop and motivate direct reports for individual and company objectives, to ensure the necessary quality and quantity of staffing for current and future needs

• Initiate and execute Performance Management process, including conducting performance appraisals and midyear reviews against measurable KPIs;
• Identify team and/or individual developmental needs/ opportunities and stimulate and ensure follow-up and execution;
• Accompany Sales Team at least twice a month for Customer visits and use Coaching Tool to provide development feedback to the team.
• Demonstrate commitment to Geodis by keeping the management team committed to deliver the Business Vision, Mission and Values;
• Coach, train and develop the sales resources within each sales channel to reach their productivity, pipeline and budget targets;
• Motivate, inspire, develop and engage all direct reports;
• Conduct people interactions timely, in a transparent, approachable and trustworthy manner;
• Communicate on strategy and business results on a regular basis with the management team. Engage dialogue to keep the communication flowing;
• Ensure realisation of training programs in co-operation with HR;
• Support the growth of identified talents with HR as part of the succession planning.

Meetings

• Lead & Organise Monday Morning weekly de-brief meetings with the team to discuss activity, opportunity pipeline & support required.
• Attend and update monthly performance status to Regional Director during Monthly Review Meetings.

People Management

Support and implement programmes and activities for efficient people management covering the entire population in line with the global HR policies

• Ensure the country team has meaningful and achievable objectives aligned to company's strategy;
• Ensure all employees are equipped, trained, qualified, motivated, developed and empowered to provide high levels of customer satisfaction as measured in regular surveys;
• Train, coach, encourage and develop management and all staff to continuously review our people strategies and management effectiveness to improve employees satisfaction;
• Encourage employees to offer suggestions for improvements, influence on team decisions, and act on these as appropriate with feedback/feedforward;
• Operate recognition schemes that ensure praise is given to individuals and teams for outstanding performance in a fair and motivative manner;
• Enforce the Geodis policy relating to Equal Opportunities by ensuring that everyone is treated in a fair and equitable manner in terms of compensation strategies, development opportunities, dispute and grievances handling etc;
• Ensure organization is structured and roles are designed to create interesting work and collaborative ways of team environment;
• Communicate the appropriate Regional and Local future strategic objectives and updated information necessary for the jobs of all employees through proper and effective channels.

Relationship Management

Cooperate with managers in other parts of the Group outside the country and always create value by acting in the best interests of Geodis when making decisions.

Special Working Conditions

Frequent business travel

Essential Educational and / or Training Qualifications & Certificates

• Bachelor Degree in related discipline;

Preferred Experience and Knowledge

• University degree
• 5 – 7 years industry experience (Logistics and/or Freight Management)
• Preferably worked on a global market
• Training and education delivery experience
• Sales management background
• Experience in selling to large accounts is desirable
• Strong analytical and problem-solving skills
• Good interpersonal and communication skills
• Project Management skills
• Fluent in English (verbal and written)
• PC literate with good standard for Excel, Power point, Word
• Negotiation skills