Define customer acquisition priorities, target trade lanes, carrier/co-loader focus and vertical-specific opportunities across all three products.
Oversee rollout of the strategy across Mekong markets, ensuring alignment with global and regional goals.
Monitor and adjust based on market trends, competitive dynamics and performance results.
2. Commercial Performance & Customer Acquisition
Lead overall acquisition performance for Air, LCL and MPL RFQ and Spot business, ensuring healthy pipeline development and high win rates.
Drive sales engagement to grow new and existing customer volumes through targeted acquisition initiatives.
Coordinate with local and overseas sales owners to ensure Mekong Forwarding is consistently positioned and promoted.
Lead qualification, pricing coordination and follow-up for key RFQs and high-value opportunities.
3. Sales Coordination & Stakeholder Management
Act as the primary senior liaison for Mekong sales teams on all Forwarding-related escalations.
Work closely with Network Sales to channel global opportunities into Mekong and support outbound efforts.
Ensure clear collaboration between Sales, Product, Operations, Procurement and Global Network teams.
Support sales teams with product knowledge, value propositions and deal-closing support.
4. Value Proposition & Product Alignment
Collaborate with the Air, LCL and MPL Product teams to develop and refine Mekong-specific value propositions.
Identify customer pain points and translate them into product / service requirements.
Ensure solutions reflect product capabilities, service levels and operational feasibility.
Support creation of sales-enablement materials — product decks, capability sheets and case studies.
5. Performance Management & Reporting
Track and analyse KPIs including growth, conversion, win rate, profitability (GP), trade-lane performance and pipeline health.
Provide regular performance updates to the Head of Client Acquisition and area leadership.
Identify gaps in process, pricing or product offering and recommend improvements.
Ensure compliance with pricing guidelines, procurement contracts and commercial governance rules.
Critical Competencies
At least 5 - 7 years’ professional experience as Business Development Manager / Field Sales or similar role(s) in logistics and services industry.
Proven track record of targeting, pursuing and winning large opportunities, through both personal and collaborative selling efforts, in tendered and non-tendered environments.
Language proficiency: Native Thais level and Professional English level.
Strong negotiation and project management skills
Strong working knowledge of the company’s products, competitive products and the market.
Deep understanding of 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 independently or work in a team in a fast-paced international environment and cope with large-scale business challenges
Capable of 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 ability to do needs evaluation and handle most common customer objections
Resilient, tenacious and persistent
Self-motivated and performance driven.
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