Local Client Manager (FMCG)

Key Responsibilities:

• Manage and develop the assigned portfolio; secure business and achieve objectives within the Sales Channel (for Supply Chain, Contract Logistics, Customs, Trucking as well as Import & Export Ocean freight)
• Build a good understanding and relationship with key targeted customers and the assigned portfolio (contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements)
• Build a good understanding of all service offerings to be able to offer integrated logistics, end-to-end solutions
• Researching and understanding the local FMCG & Cold-chain markets in Vietnam to identify and establish business contacts with potential customers, forecast, build pipelines of clients, solutions and business opportunities
• Develop customer value propositions for appropriate business opportunities. Strive for consultative sales to distinguish market presence by effectively probing and identifying needs and suggesting solutions to help customers
• Follow direction settings and stay on top of business signals to secure both long-term and short-term opportunities
• Communicate significant trends, price fluctuation and policies to assigned portfolio
• Work closely with Customer Service, Trade & Marketing, Product and other related functions to ensure customer needs and market intelligence are updated and communicated. Coordinate and execute commercial approach in response to customer needs and the market situation
• Ensure sales systems and reporting are precise and up to date for management tracking, analysis and planning
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Parameters for Success

• Volume and Profitability
• Value Selling (ocean products & supply chain services)
• Customer Satisfactions
• Sales Functional Excellence

Who are we looking for:

• 5 - 7 years of experience working as a Sales Representative, Account Manager etc. with a proven track record of targeting, pursuing and winning new business opportunities, through both personal and collaborative selling efforts, in tendered and non-tendered environments
• A good understanding of Contract logistics and Shipping Line products, solutions, pricing and terminology.
• Willingness to learn and sell a wide portfolio of Land, Ocean and Air Products
• Drive, follow up, goal-oriented, positive mindset
• Ability to deliver on goals without direct supervision
• Understands the competitive landscape, and can adjust approaches to customers as a result
• Strong presence and ability to communicate/present/consult with ‘C’ level decision-makers
• Ability to work in a fast-paced international environment and cope with large-scale business challenges
• Capable in building strong and lasting relationships and networks at multiple levels, focusing on decision-makers and influencers, both locally and internationally.
• Well-developed communication, persuasiveness, influencing and presentation skills as well as the ability to do needs evaluation and handle most common customer objections
• Has strong negotiation skills
• Resilient, tenacious and persistent
• Self-motivated and performance-driven
• Numerate and analytical
• Fluency in English
• Chinese speaking is a plus