Head Of Sales - Panel

The Head of Panel Sales leads profitable growth of TEKCOM's Panel business across export and Vietnam markets. The role owns sales strategy and execution, market and channel development, key accounts, pricing and margin, forecasting / S&OP input, collections and team performance. It works cross-functionally with Production, Supply Chain, Finance, Product and Marketing. The initial scope is Panel Sales.

1. Panel Sales Strategy & Performance

·       Develop and execute Panel sales strategy for export and Vietnam, aligned with business objectives, capacity, revenue and profit targets.

·       Cascade annual targets by market, channel, customer, product line and sales team.

·       Own revenue, volume, margin, mix and collections; lead recovery actions when performance deviates from plan.

·       Use market, customer and competitor intelligence to guide growth priorities.

·       Review sales KPIs through a disciplined WBR, MBR and QBR rhythm.

2. Market & Channel Development

·       Expand export channels through strategic customers, importers, distributors and agents with clear territory, volume and margin expectations.

·       Develop Vietnam distributor, dealer and selected direct B2B channels.

·       Build qualified pipelines for new accounts, applications and strategic partnerships.

·       Represent TEKCOM at trade fairs, customer audits and partner reviews; build senior relationships.

3. Customer Success & Key Accounts

·       Own strategic account plans, pricing agreements, renewals and multi-year growth roadmaps.

·       Grow share of wallet through product mix, specifications, applications and long-term supply programs.

·       Run QBRs covering OTIF, quality and claims, lead time, forecast alignment and joint growth actions.

·       Lead final sales escalations with Customer Success, Production, QA, Supply Chain and Finance.

4. Pricing, Portfolio & Commercial Discipline

·       Own the Panel pricing framework, floor prices, margin bands, discounts, rebates and payment terms within delegated authority.

·       Optimize customer and product mix across volume, margin, capacity and supply risk.

·       Enforce commercial, credit, collection, claims and contract discipline to protect profit and cash.

·       Convert customer insight into portfolio, NPD and sales-enablement briefs for Product and Marketing.

5. Sales Planning, S&OP & Cross-functional Execution

·       Own the sales forecast, demand plan, pipeline assumptions and forecast accuracy.

·       Represent Panel Sales in S&OP; align demand with capacity, materials, inventory, mix and delivery commitments.

·       Ensure accurate CRM / ERP pipeline, forecast and performance data.

·       Manage the Panel Sales budget and coordinate sales tools, lead generation and exhibitions with Marketing.

6. Leadership, Culture & Role Development

·       Lead export and Vietnam Panel Sales; clarify accountability, coach managers and build succession.

·       Model TEKCOM's core values: Customer Centricity, Ownership, Team Power and Push Boundaries.

·       Potential role path: Panel Sales, then Cabinet Sales (Head of Sales), then Marketing (Head of Commercial), subject to performance, business need and CEO approval.

Education

• Bachelor's degree in Business Administration, International Business / Trade, Engineering or a related field; MBA is an advantage.

Experience

• 10+ years of B2B sales experience, including 5+ years leading export and domestic teams.
• Experience as Head of Sales or an equivalent leader in manufacturing or industrial goods.
• Strong record in pricing, S&OP, CRM / KPI, distributors and key accounts; wood-panel or building-material experience is an advantage, not mandatory.

Skills/ Personalities 

• Strategic, hands-on leadership and strong cross-functional collaboration.
• Strong commercial acumen: pricing, margin, mix, credit, collections and working capital.
• Strong process and data mindset: pipeline, forecasting, S&OP, CRM / ERP and BSC / KPI.
• Strong key-account, negotiation and communication skills; integrity and alignment with TEKCOM's core values.
• Fluent English and Vietnamese; another market language is an advantage.

Other Requirements

• Willing to travel domestically and internationally and work regularly at TEKCOM sites.