Senior Manager, Business Development (Commercial)

Ninja Van is a tech-enabled logistics company on a mission to provide hassle-free delivery services for businesses of all sizes across Southeast Asia. Launched in 2014, we started operations in Singapore and have become the region's largest and fastest growing last-mile logistics company, partnering with over 35,000 merchants and delivering more than 1,000 parcels every minute across six countries. At our core, we are a technology company that is disrupting a massive industry with cutting-edge software and operational concepts. Powered by algorithm-based optimisation, dynamic routing, end-to-end tracking and a data-driven approach, we provide best-of-class delivery services that delight both the shippers and end customers. But we are just getting started! We have much room for improvement and many ideas that will further shape the industry. Responsibilities: • Pipeline Development & New Account Origination: • Personally prospect, qualify and develop new B2B contract logistics and contract transportation accounts, owning the full sales cycle through to signed contract. • Focus on South Vietnam, while pursuing cross-region, South-to-North and other nationwide opportunities as they arise. • Sell to operational decision-makers at brand owners and at the operators and 3PLs managing their distribution, while opening direct entry points to the brands behind operators we already serve. • Target segments where customers value operational capability, including industrial, building systems, HVAC, MRO, FMCG and consumer distribution. • Commercial Proposition & Deal Structuring: • Diagnose customer operational requirements and translate them into commercially structured proposals. • Capture key operational and cost drivers, including delivery points, vehicle requirements and site conditions, before pricing. • Work with Operations and Vendor Management to scope feasible solutions and define SLA commitments before presenting to customers. • Lead formal tenders, RFQs and e-sourcing responses, including multi-country enterprise opportunities. • Build pricing from verified vendor costs and structure contracts to protect margin. • Account Revenue Plan & Growth: • Develop monthly revenue plans for accounts and manage performance against plan. • Grow existing accounts through additional lanes, services, higher-value opportunities and warehousing where appropriate. • Ensure effective BD-to-Operations handover, including solution sign-off and complete workflow and SLA requirements. • Stay close to newly won accounts and address operational issues before they become commercial issues. • Commercial Strategy & Market Intelligence: • Own segment and account prioritisation for the unit, including where to hunt, where to invest in solutions and when to walk away from opportunities. • Work with Finance and Operations on pricing guardrails and make commercial decisions within the approved mandate. • Report weekly on prospects, competitors, vendor-side capacity and demand signals. • Flag accounts where requirement complexity and process integration create material switching cost. • Define the repeatable deal archetype as the pipeline matures • Team Leadership & BD Development: • Directly manage 2 Business Development Managers and support recruitment and ramp-up as the team grows. • Set weekly targets, review pipeline and coach the team on opportunity qualification, operational assessment and commercial structuring. …