Job Title

Head of Sales & Business Development - Testing, Inspection and Certification Services - DEKRA Vietnam (based in HCMC)

Role purpose

• Lead the sales and business development activities for DEKRA Vietnam's Testing, Inspection and Certification (TIC) services, with the objective to grow revenue, strengthen customer relationships, and position DEKRA as a trusted high-quality service provider in Vietnam.
• The role focuses on commercial execution, key account development, sales team leadership, and coordination with internal functions _ while contributing to the company's commercial strategy and growth ambitions.
• As DEKRA Vietnam is a newly created subsidiary, you will lead an initial team of 4 salespeople – with the aim to grow quickly the sales team and establish at a mid-term a full Marketing and Sales department.

Responsibilities and tasks

1. Sales & Business Development Strategy

• Translate DEKRA Vietnam and regional priorities into a clear sales action plan to position DEKRA as a major TIC player.
• Identify growth opportunities in key sectors, such as Electrical & Electronics, Automotive supply chain, Hardlines, Softlines, and other relevant export-oriented industries.
• Develop practical market priorities and segment plans, with focus on high revenue growth and customers’ acquisition.

2. Revenue Growth & Pipeline Management

• Manage the sales pipeline and support the achievement of agreed revenue and margin targets.
• Review sales opportunities, forecast revenue, and ensure regular follow-up on key deals.
• Drive new customer acquisition and development of existing accounts.
• Support major opportunities and tenders when senior commercial involvement is required.

3. Strategic and Key Account Management

• Build and maintain strong relationships with key customers, including factories, exporters, international accounts.
• Move customer relationships beyond transactional selling by promoting DEKRA value, quality, trust and technical credibility.
• Identify cross-selling and bundling opportunities across DEKRA services where relevant and feasible.

4. Sales Team Leadership

• Lead and coach the sales team, currently composed of 4 Sales Managers and Sales Executives.
• Grow the sales team from 4 to an estimated 10–15 headcount within 12–24 months, subject to approved budget and business performance, evolving toward a full Marketing and Sales department at mid-term.
• Set clear individual responsibilities, priorities and sales targets.
• Organize regular sales reviews and support the team in account planning and acquisition, negotiation and customer follow-up.
• Promote accountability, collaboration and customer focus within the sales team.

5. Sales Performance Management

• Monitor key sales indicators such as pipeline, revenue, conversion, margin and customer development.
• Prepare regular sales reporting and forecasting for management review.
• Ensure good CRM discipline and reliable customer data, in coordination with relevant internal support functions.

6. Marketing

• Support the development of marketing activities and capabilities required to execute the sales strategy.
• Act as a local commercial representative for DEKRA at selected industry events, seminars, customer meetings and networking opportunities.
• Support customer-facing content, events and digital visibility when linked to sales priorities.
• Promote consistent DEKRA positioning around safety, quality, compliance and trust.

Authority

• Allocation of sales targets within the sales team
• Management and coaching of the sales team
• Approval of sales plans and account priorities
• Recommendations regarding pricing and commercial opportunities in accordance with DEKRA authorization guidelines

Qualifications

Working experiences

• Years of experience in business development, key account management, quality, compliance, regulatory, technical service, or commercial roles within manufacturing industries, and/ or TIC organizations.

Degree level

• Bachelor’s degree or above in Business, Engineering, Chemistry, Quality, or a related field.

Knowledge & skills

• Sales leadership and team coaching
• Business development and key account management
• Consultative and value-based selling
• Strong customer orientation and ability to build trust at different organizational levels
• Good commercial understanding of revenue, margin and pricing principles
• Structured follow-up, reporting discipline and ability to use CRM/customer data effectively
• Ability to collaborate with technical, operational and regional teams
• Marketing communication awareness, without requiring full marketing ownership.

Competences

• Leadership & People Development; Result Orientation; Strategic Thinking; Customer Centricity; Collaboration & Influencing; Change Agility; Entrepreneurship; Innovation & Digitalization.
• Values: Integrity, Team Spirit, Customer Focus, Responsibility for Safety, Security and Sustainability.

Languages/Others

• Vietnamese native; strong working English for internal, regional and customer communication. (Additional languages such as Mandarin or Korean are an advantage).
• Willingness to travel regularly across key industrial zones in Vietnam, including North and South regions.
• Location: Ho-Chi-Minh City

Reports to

• Managing Director of DEKRA Vietnam

Cooperates with 

• Operations, Testing Laboratory, Technical/Audit teams, as well as support functions (Finance, HR, Admin and Quality).
• Regional APAC Sales as well as Global Sales Managers.

Why join DEKRA?

• Joining DEKRA Vietnam offers a unique opportunity to take on a highly visible leadership role within a fast-growing organisation.
• You will lead a lean and agile commercial team and have exposure across the full Testing, Inspection and Certification (TIC) portfolio.
• The position offers a high level of autonomy, direct access to the Managing Director, and the opportunity to play a key role in shaping DEKRA Vietnam's commercial strategy.
• As the business continues to expand, you will have the ability to make a visible and lasting contribution to the company's growth and build a strong professional legacy.
• A competitive compensation package including performance-based bonus, aligned with market benchmarks for senior commercial leadership roles in the TIC industry.

About DEKRA

For more than 100 years, DEKRA has been a trusted name in safety. Founded in 1925 with the original goal of improving road safety through vehicle inspections, DEKRA has grown to become the world's largest independent, non-listed expert organization in the field of testing, inspection, and certification. Today, as a global partner, the company supports its customers with comprehensive services and solutions to drive safety and sustainability forward—fully aligned with DEKRA’s anniversary motto, "Securing the Future." In 2025, DEKRA generated a revenue of 4.4 billion euros. Around 49,000 employees are providing qualified and independent expert services in approximately 60 countries.

DEKRA corporate site: https://www.dekra.com/

DEKRA Vietnam: https://www.dekra.com.vn/