The Tradelane Business Development Manager (Southeast Asia) is responsible for driving profitable growth across the Vietnam (VN) and Philippines (PH) tradelanes, while developing cross-border business opportunities within SEA and to key overseas markets. This role owns the commercial development of VN and PH lanes, aligning pricing, capacity, and product strategy with global GW network partners to win and retain strategic accounts.
We welcome applications from candidates currently residing in Manila and open to relocating to Ho Chi Minh City, Vietnam.
Key Responsibilities
1. Tradelane Strategy & Growth
- Own the P&L development for VN and PH import/export lanes, with focus on Air & Sea freight and cross border land transport solutions.
- Develop and execute tradelane-specific business plans to grow volume, gross profit, and market share for VN and PH.
- Identify and prioritize target verticals for VN-PH lanes: electronics, automotive, retail, consumer goods, and perishables.
- Build lane-specific value propositions with product, pricing, and operations teams.
2. Business Development & Sales
- Proactively identify, pursue, and close new business opportunities on VN and PH tradelanes.
- Manage a pipeline of key accounts and strategic prospects requiring VN-PH, intra-SEA, and cross-border solutions.
- Lead complex RFQs/RFPs for tradelane business in coordination with global network partners.
- Drive cross-border selling initiatives: VN-PH, VN/PH-TH/MY/SG and connection to EAO, US, Europe, and China.
3. Network & Partnership Management
- Act as the commercial bridge between GW Philippines, GW Vietnam, and global GW offices and partners for tradelane businesses.
- Collaborate with overseas counterparts to develop joint go-to market strategies for priority lanes.
- Coordinate with product teams on space protection, rates, and service levels specific to VN/PH corridors.
- Build relationships with carriers, airlines, and cross-border trucking partners to secure capacity for key lanes.
4. Market Intelligence & Product Development
- Monitor market trends, competitor activities, and regulatory changes affecting VN and PH trade flows.
- Provide tradelane forecasts and insights to management for capacity planning and pricing decisions.
- Work with product teams to develop tailored solutions for cross-broder e-commerce, consolidation, and multimodal services in SEA.
- Drive digital adoption and promote GW's teach platforms to tradelane customers.
5. Performance and Reporting
- Track and report tradelane KPIs : volume, GP, hit, rate, pipeline, and market share for VN/PH lanes.
- Conduct quarterly business reviews with key accounts and internal stakeholders.
- Ensure myCRM accuracy and maintain up-to-date tradelane opportunity pipeline.
Qualifications & Experience
- Experience: 7+ years in freight forwarding/logistics with strong focus on business development and tradelane management.
- Market Knowledge: Deep understanding of VN and PH markets, tradeflows, customs, and key industry verticals.
- Network: Established relationships with shippers, consignees, and overseas agents on VN/PH lanes preferred.
- Cross-Border Expertise: Proven track record in developing intra-SEA and Asia-Europe/US cross border business.
- Products: Strong knowledge of Air, Sea, Road, Contract Logistics, and Customs Clearance Solutions.
- Languages: Fluent in English. Vietnamese is a plus or other SEA languages.
- Travel: Willingness to travel and relocate. For customer meetings and network development.
Key Competencies
- Commercial Drive: Hunter mentality with ability to close, multi-country deals.
- Tradelane Mindset: Thinks in terms of corridors, not just countries. Connects origin and destination interests.
- Collaboration: Works effectively across cultures and functions to align global network on lane strategy.
- Analytical: Uses data to identify lane opportunities, pricing gaps, and profitability drivers.
- Customer-Centric: Builds solutions around shipper and supply chain needs on VN/PH lanes.
