About Us
A career at Hitachi Rail will help create a legacy. With operations in every corner of the world, our work goes to the cutting-edge of digital transformation and technology. From the multi-cultural strength of our global organisation to the sustainable and innovative ways we work to bring people together, there's something for everyone to get stuck into. And that's where you come in.
Job Description
As Hitachi Rail, we are advancing rail signalling and safety solutions to ensure safe and efficient railway operations worldwide. Our technologies help to bring billions of people reliably to their destinations by rail every year – making sustainable mobility a reality.
Head of Sales, Vietnam (Ref.No. R0138025) at our location in Kuala-Lumpur.
Responsibilities
Business Development & Market Growth
•Develop and execute the sales strategy for the Rail Major Projects business in Vietnam.
•Identify and pursue new business opportunities across public and private sector rail infrastructure projects.
•Build and maintain a strong pipeline of qualified opportunities in alignment with the company's strategic growth objectives.
•Monitor market developments, government investment plans, tender pipelines, competitor activity, and customer priorities in the Vietnam rail sector.
•Support market entry and expansion plans for new rail technologies, solutions, and services.
Customer & Stakeholder Management
•Build strong relationships with key stakeholders, including:
•Government ministries and transport authorities
•Project owners and developers
•Rail operators
•EPC contractors
•Engineering consultants
•Local partners and distributors
•Multilateral agencies and project financiers where relevant
•Represent the company in customer meetings, industry forums, exhibitions, and strategic discussions.
•Position the company early in the project lifecycle to influence specifications and solution requirements.
Sales & Bid Leadership - Capture
•Lead the full sales cycle from opportunity identification through qualification, capture planning, bid strategy, negotiation, and contract award.
•Coordinate with technical, commercial, legal, finance, engineering, and project delivery teams to prepare winning offers and proposals.
•Drive tender responses for major rail projects, ensuring compliance, competitiveness, and alignment with customer expectations.
•Negotiate commercial terms, pricing strategy, contract structure, and risk allocation within approved governance frameworks.
•Ensure accurate sales forecasting, pipeline reporting, and opportunity management through CRM and internal review processes.
Strategic Partnerships
•Identify, assess, and develop strategic partnerships, consortium opportunities, and local alliances to strengthen project positioning in Vietnam.
•Support localization strategies and collaboration models that enhance competitiveness in public tenders.
•Work closely with regional and global business units to bring relevant solutions and references into the Vietnam market.
Commercial Performance
•Deliver order intake, revenue, margin, and market share targets for the rail business in Vietnam in line with the MTMP and Sales Force.
•Develop account plans for priority customers and strategic projects.
•Ensure strong commercial discipline and governance throughout the sales process.
•Support contract handover to project execution teams to ensure smooth transition from award to delivery.
You have
•Strong commercial acumen and strategic sales capability
•Excellent stakeholder management and relationship-building skills
•Ability to navigate complex decision-making structures and public-sector environments
•Strong negotiation and influencing skills
•Strong analytical and financial evaluation capability
•Ability to develop capture strategies for major projects
•Excellent presentation, communication, and proposal leadership skills
•High level of ownership, resilience, and results orientation
•Collaborative mindset with the ability to work across cross-functional and multicultural teams
Benefits
•Networking through internal networks and working in international teams
•Together, laying the foundations for the digitization of the rail around the world
•A secure and permanent job with a global company
