Sales Manager
Matson Navigation Inc.
Job Description
The Sales Manager will be responsible for developing and executing Matson sales strategies to achieve revenue/volumes targets, expand premium customer base, and strengthen relationships with clients in Vietnam’s container shipping market.
Key daily tasks and objectives include:
1. Sales Strategy & Target Achievement
Develop monthly and weekly sales plans aligned with company business goals, focusing on Matson’s Vietnam core export sectors. Lead the team to focus on TP premium market development to meet and exceed revenue, volume, and premium market share targets for container shipping services.
2. Key Client Management
Identify, prospect, and acquire high-value clients (manufacturers, exporters, freight forwarders, NVOCCs) across Vietnam. Maintain and deepen relationships with existing key accounts through regular communication, needs assessment, and customized shipping solutions to ensure high retention rates.
3. Team Leadership & Development
Manage, coach, and motivate the sales team to enhance their product knowledge, sales skills, and client management capabilities. Set individual sales targets, monitor performance, and conduct regular performance reviews to drive team productivity.
4. Pricing & Contract Negotiation
Develop competitive pricing strategies based on market trends, carrier rates, and client demand. Negotiate service contracts and set up tariff rates offering mechanism to keep closer partnerships with clients to maximize profitability while ensuring customer satisfaction.
5. Market Analysis & Insights
Conduct ongoing market research to monitor industry trends, competitor activities, regulatory changes, and customer needs in Vietnam’s container shipping sector. Provide regular market insights to the senior management team to support strategic decision-making.
6. Cross-Departmental Collaboration
Work closely with Operations, Customer Service, and Finance teams to ensure seamless delivery of shipping services, resolve client issues promptly, and align sales activities with operational capabilities. Coordinate with sales teams in Asian countries as well as US sales team to explore and support ocean business opportunities.
7. Sales Reporting & Forecasting
Prepare sales reports, including lifting volumes weekly recap, closely watching TP trade services performance, as well as market rates dynamics and lifting volumes, pipeline customers’ status, clients acquisition progress, and team performance. Conduct weekly sales forecasting to anticipate booking trends and adjust strategies accordingly.
8. Brand Promotion
Represent the company at industry events, trade shows, and networking activities in Vietnam to enhance brand visibility and generate new business leads.
1. Education
Bachelor’s degree in Business Administration, International Trade, Logistics, Marketing, or a related field.
2. Experience
• 7-10 years of proven sales experience in the supply chain, container shipping, logistics, or freight forwarding industry in Vietnam, with at least 3-5 years in a managerial role leading a sales team. Working experience in airfreight industry is preferred.
• Demonstrated track record of achieving sales targets, acquiring key clients, and driving revenues/volumes growth in the Vietnamese market.
• In-depth knowledge of Vietnam’s TP container shipping market, key export sectors, port operations etc.
3. Technical Skills
• Familiarity with Microsoft Office Suite (Excel, PowerPoint, Outlook) for data analysis and presentation.
• Understanding of shipping pricing models, carrier contracts.
4. Soft Skills
• Excellent leadership, team management, and motivational skills to drive a high-performance sales team.
• Strong negotiation, communication, and interpersonal skills to build and maintain client relationships.
• Strategic thinking, problem-solving, and decision-making abilities to adapt to market changes.
• Result-oriented mindset with a proactive and self-driven attitude.
• Ability to work under pressure and manage multiple tasks simultaneously.
5. Certifications
• Certifications in international trade or maritime business are advantageous.
6. Special Requirements
• Language Proficiency: Fluent in English (written and spoken) – able to communicate effectively with international clients, regional teams, and senior management. Native proficiency in Vietnamese is mandatory.
• Travel Expectations: Willingness to travel frequently within Vietnam and Cambodia to meet clients and attend events.
• Industry Knowledge: Deep understanding of Vietnam’s export regulations, customs procedures, and container shipping market dynamics.