– Management of activity of sales team

• Through CRM, sales manager is checking to each sales activity and deal
• In case they need some support or stacking deal, sales manager will advise to sales person the concrete solution in order that sales person can get the target account

– Management of target account

• It is also used the deal function of CRM and make RFQ calendar in order to prepare for it well in advance

– Periodical meeting

• Sales manager will hold a sales meeting in a team at least 1 time per week
• And will keep record as a minutes

– Making a plan of whole picture of future sales activity

• Sales manager will make a whole picture which industry we will focus and invest in the market , and let sales person approach the fixed target after decision on the basis of market analysis

– Monitoring P/L

• To check P/L weekly on the basis of SEHQ prompt report and monthly performance report, in case sales manager finds the deficit business, instruct sales person to reduce buying rate or increase selling rate in order to minimize the loss

– Analysis of customers current situation: To hear the customers current situation in order to make a new solution beyond customers expeactions, as below

• Which origin and destination customer has demand
• Incumbent forwarder name
• Cargo volume per week, month, and off season and peak season
• Commodity character like normal cargo or Dangerous goods
• Incumbent rate level which customer is applying for
• Required lead time
• Any special condition (Free demurrage, Free time, system linkage, any preferred carriers etc.)

– Solution: On the basis of cusomers situation, Sales will make solution as below

• To offer the cheaper rate as same as current forwarder service level
• To make a new route or another transportation mode in order to attract customer from the view of service quality and lead time in addition to cost issue
• To show our strength point for customers not only VN but also our global network
• To present some material in order that customer can easily understand our solution with discussing our overseas agent

– Maintain existent customers: Regular visit to existent cutomers to check as below

• If customer has some trouble or problem for our service
• If some other forwarders approach our existent customers or not
• To hear the update customers situation if they have some plan to increase or decrease cargo volume
• To share the market information in order to acquire customers trust (Customers may need the latest information in order to make a next plan for their trade)

– Marketing: In order to catch up the latest trade trend, sales will do as below

• To talk with carriers like airline and shipping line if they have a plan to lauch new service or not
• To hear other competitors action for each carriers
• To acquire market rate trend
• To visit customers and hear their future plan
• To hear the voice from supplier like CFS and trucking company if they have some topics

– Sales lead to overseas: After getting valuable information from customers or market, sales will send sales lead to overseas agent

• Check the person in charge at origin or destination
• Email or call to the person in charge to share the information
• To receive quotation in overseas in order to make a quotation for customers in Vietnam

– RFQ: Sales will take care for RFQ offer for overseas agent or customers

• To check the RFQ condition with care
• To collecting the buying rate in order to consider selling rate
• To consult sales manager when sales try to make a competitive rate in the RFQ
• To make a solution in additional to submit RFQ rate sheet in order to satifisy customers

– Service Contract: Sales will make a service contract and verification sheet. Basically sales will use company’s contract format to customers, especially checking with care as below

• The liability range
• The credit term

– Outstanding Payment

• In case customers do not pay for us in timely manner, Sales will take action to check the reason of late payment and call or visit customers to collect the amount
• To check payer and payment term

– Sales Report

• Sales will use CRM as reporting system and input sales activity within 2 days after they have sales actions

Education & Experience

• Education degree (such as college, university)
• Tertiary qualifications with relevant work experience or knowledge of forwarding, logistics industry processes and practices with a minimum of five (5) year experience in the same industry.
• Knowledge of company’s products and services.
• Experience in using system for bookings, documentation, shipping document insurance, intranet.
• Experience with all aspects of operation procedures.

Skill/ Capacity

• Proficient in PC skills and the business systems relevant to the position to enable the identification of operational problems.
• English skill in communicating by speaking, writing, listening and reading.
• Being able to work under high pressure.