About this role
Job Location - Ho Chi Minh City, Vietnam
Role Objective: To drive sustainable and profitable sales and business growth in assigned hybrid markets (sales territories) by managing and developing key accounts, identifying new opportunities, and working closely with distribution partners, architects & designers (A\&D), and end customers to secure specifications. The role focuses on: · Strategic Accounts and Opportunity Management · Sales through Distribution Partners · Promoting the brand’s strengths in design, performance, and sustainability · Executing market-specific promotional activities The ultimate objective is to consistently achieve or exceed sales and profitability targets while ensuring long-term growth and market leadership in Carpet Tiles, Rubber, and LVT product categories and drive a health market segmentation strategy. The key responsibilities include but are not limited to: 1. Strategic Sales and Business Development:
• Proactively identify and convert high-potential opportunities within target segments, while nurturing and expanding existing customer relationships. • Own and drive a robust sales pipeline with accurate forecasting and disciplined opportunity management. • Lead the end-to-end sales process—from lead qualification to closure—ensuring a seamless and consultative customer experience. • Deliver compelling product presentations and demonstrations that represent the Interface brand and clearly articulate differentiated value and solution fit. • Lead commercial negotiations to craft mutually beneficial agreements that align with both customer needs and business goals. • Build strong engagement with procurement leaders, PMCs, and architects to influence specification and win project mandates. • Collaborate effectively with distributor teams and internal stakeholders to shape winning strategies for key pursuits. • Confidently manage complex RFPs and large-scale project bids with clarity and precision. 2. Key Account Management and Customer Advocacy:
• Build strong partnerships with key accounts by positioning yourself as a trusted advisor and solutions partner. • Serve as the single point of contact, ensuring responsiveness, reliability, and continuity of engagement.
• Conduct regular strategic account reviews to uncover new needs, elevate service delivery, and identify upselling/cross-selling potential. • Act as the voice of the customer internally gathering insights and influencing product development and service improvements. 3. Distribution Channel Enablement and Influence:
• Provide strategic direction and hands-on support to Distributor Partners to amplify market reach and effectiveness. • Drive alignment through consistent product messaging, training, and capability-building for distributor sales teams. • Guide distributors in prioritizing high-impact opportunities and accounts, offering insights on customer needs and buying behavior. • Lead the planning and execution of impactful marketing engagements and specification activations within the design community. 4. Market Intelligence and Commercial Strategy Execution:
• Stay ahead of market dynamics by continuously scanning competitive activity, industry shifts, and customer trends. • Translate market insights into actionable sales strategies that sharpen value positioning and differentiate our solutions. • Support strategic planning through a deep understanding of customer expectations and evolving industry needs. 5. Cross-Functional Collaboration and Stakeholder Alignment:
• Act as a bridge between sales and internal functions—marketing, supply chain, sales and customer support—to ensure flawless execution of client deliverables. • Collaborate with global and regional counterparts to share market intelligence, best practices, and strategic learnings. • Participate in product and sales enablement initiatives, staying current on offerings and equipping yourself to lead in customer conversations. 6. Commercial Performance and Business Reporting:
• Consistently achieve or exceed assigned revenue and profitability targets, contributing to the region’s growth ambitions. • Maintain disciplined documentation of customer engagements, project status, and pipeline health via CRM platforms. • Deliver structured performance reporting and insights to senior leadership, along with data-driven recommendations for course correction or acceleration leveraging Power BI reporting.
Core Competencies:
• Strong communication and negotiation skills with the ability to engage effectively with procurement heads, end-customer, PMCs, and architects. • Ability to manage multiple accounts and projects while maintaining a focus on achieving sales targets. • Good analytical skills to assess market conditions and recommend appropriate strategies. • Proficiency in CRM tools and MS Office Suite (Word, Excel, PowerPoint, Power BI). • Strong organizational and time management skills with the ability to work independently and within a team. • Academic Background
• Preferred: Bachelor’s degree in business/design/Architect. • Advantageous: MBA or equivalent postgraduate qualification in Sales, Marketing, or Business Administration. Experience:
• Minimum 6-8 years of experience in consultative sales roles, with at least 4 + years of experience in selling premium (international) products within the office interior materials or allied industries. • Strong experience in B2B sales, with a proven ability to manage multi-stakeholder decision-making processes. • Demonstrated success in managing accounts and building long-term customer relationships. • Strong experience in respresenting and driving strong international brand awareness.