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. [Requirements] 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.