Company: DHL Express Vietnam
Company Description: Founded in 1969 and currently the global market leader in international express shipping services, DHL Express serves 2.7 million customers with a worldwide network of over 280 dedicated aircrafts, 3 global hubs & 19 regional hubs, 84,000 service points and 110,000 employees. Every day there are 2,200 flights carrying 18,400 tons of shipments to and from virtually every geographical location.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Representative of the Year - All Other Industries
 Nomination Title: Nguyen Duong Khanh
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2021 of the nominated individual, OR written answers to the questions? (Choose one):
Written answers to the questions
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 30 words used.
The attachment “Sales Representative of the Year - Nguyen Duong Khanh” provides details of Mr. Duong Khanh outstanding sales performance as well as achievements and awards for the year 2022
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
Company: DHL Express Vietnam
Company Description: Founded in 1969 and currently the global market leader in international express shipping services, DHL Express serves 3 million customers with a worldwide network of over 300 dedicated aircrafts, 3 global hubs & 19 regional hubs, 148,000 service points, 3,500 facilities and 120,000 employees. Every day there are 2,400 flights carrying customer shipments to and from virtually every geographical location.
DHL Express Vietnam was established in 1988 and has since connected our customers of all sizes and in all industries in Vietnam with over 220 countries and territories worldwide. We have more than 700 employees whom we call Certified International Specialists, 2 gateways, 10 service centers (of which 6 have been certified by the Transport Asset Protection Association), 15+ service points, 220+ vehicles and dedicated aircrafts. Every week, we operate 25 dedicated flights from Tan Son Nhat Airport (Ho Chi Minh City) and Noi Bai (Hanoi). Celebrating our 35-year anniversary in Vietnam in 2023, DHL Express has consistently achieved strong business performance and been honored with prestigious international and local awards such as the Stevie Awards for Sales & Customer Service and Golden Dragon Awards.
- Outline the nominee's achievements since July 1 2021 that you wish to bring to the judges' attention (up to 250 words):
Total 248 words used.
As a key member of Global Multi-National Sales Channel, Khanh has played an important part in driving growth for the channel, and specifically in winning new strategic accounts through understanding customers’ demand and proactive planning.
- QBR (Quarterly Business Review): Khanh engaged with customers to understand room for growth and explore new development plans in the customer's business.
- CDP (Customer Development Plan): He incorporated all elements of a customer’s business – including but not limited to: their supply chain, target audience, competitors, express shipping needs, etc. to design the optimal solutions DHL Express can provide for the customer.
- “Big Fish” Acquisition: Khanh focused on identifying and keeping track of customers with high revenue potential who are using competitors' services, to formulate suitable strategies in winning and retaining these customers
One of Khanh’s most notable achievements is his well-crafted and successful strategy in maximizing revenue from a very large E&M account. Through his own research, he uncovered significant potential regarding a new premium commercial TV the customer was planning to launch during 2022 World Cup season. This opportunity came with the challenge of working out the most optimum shipping solution for such oversized and overweight parcels, along with several special packaging and stringent security inspection requirements. Khanh conducted a thorough review of DHL capabilities, and cooperated with local as well as regional teams in designing the solutions which ultimately addressed all challenges above. As a result, revenue from this customer grew by 78% versus same period of the previous year.
- Briefly describe the nominated individual: history and past performance (up to 200 words):
Total 200 words used.
Mr. Nguyen Duong Khanh joined DHL Express Vietnam in 2012 as a Global Account Manager in Global Multi-National Sales Channel. Managing very large-scale global and multinational enterprises in Fashion and Retail, Technology, Engineering and Manufacturing (E&M) industries, Khanh consistently demonstrates strong growth mindset and can-do attitude and achieves outstanding performance throughout the past 11 years.
Despite the adverse impacts of COVID-19 pandemic in 2021, Russia – Ukraine war since 2022, fuel price fluctuations, and the resulting volatile global economic landscapes, Khanh was quick to spot golden opportunities to drive revenue and shipment growth in the E&M industry. He focused on studying all customers requiring special solutions on transit times and shipment weight to cope with the crisis, and outlined a detailed plan for proposing to his manager and cross-functional teams to meet customers’ demands. Thanks to his creative solutions, E&M industry growth for DHL Vietnam was ranked 2nd in APeC (Asia Pacific excluding China) region.
With his knowledge, expertise, and experience with the E&M industry, Khanh was entrusted as Vietnam’s E&M ambassador. In this role, he was instrumental in liaising with the global and regional teams on strategic growth initiatives, and supporting the country sales teams in every customer opportunity.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 153 words used.
- Sales target achievements: Khanh always works with passion, can-do attitude and willing to go extra mile to ensure customer satisfaction. His outstanding performance with revenue growth of 12.3%, shipment growth of 3.3%, and excellent customer development is truly an inspired example for the whole team.
- Employee of the Year: With his sharp business acumen, quality commitment and outstanding contribution to DHL Express Vietnam’s overall results, Khanh was two times recognized as Employee of Year in 2019 and 2022.
- Super Star in Quarter 3/2022: With 101% Revenue vs Target, as well as top ranks in other KPIs, Khanh was presented with the Superstar Awards in Quarter 3/2022
- Engineering & Manufacturing Ambassador: Khanh contributed significantly to the customers’ growth in E&M industry as well as knowledge sharing among Sales team members. As a result, DHL Vietnam achieved an impressive 79% growth of new customer opportunities in E&M industry, ranking 2nd in APeC region.
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