Client Acquisition Representative

Key Responsibilities

1. Strategy Development & Execution

• Co-develop the Mekong Forwarding acquisition strategy in partnership with the Air, LCL and MPL Product and Sales leadership teams.
• 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 companys 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.

#LI-DNI