From Office Staff to Regional Sales Manager.
A 14-year journey of perseverance—proof of unwavering determination, a fearless spirit, and relentless progress in building a solid career fueled by passion for the sales profession.
EVERYONE HAS TO START SOMEWHERE
Can you share your journey with Home Credit from the beginning to now? I started working at Home Credit in 2011 as an office staff member in the Contract Processing (CP) department. It's been nearly 14 years now. Back then, my main responsibilities included filing documents, checking contracts, and writing emails—basic tasks, but they laid a strong foundation for my future development.
After about two years, thanks to the trust of my managers, I was promoted to a new role: Quality Management Specialist in the same department. Not long after that, a turning point came that completely changed the course of my career.
CHANGE & CHALLENGES
Outside of work, he has a strong passion for sports — especially football. At that time, the CP team had its own football club, and he was a key member. However, due to the team’s inability to maintain a stable number of players, he decided to join the Sales team’s football club instead and began regularly connecting with the Sales team through friendly matches.
By chance, after a match in a football tournament for financial companies, he received an invitation to join the Sales department from the Head of Sales at the time.
He spent a lot of time thinking it over, concerned about whether he could start a career in sales without any prior experience or professional knowledge in the field. On top of that, he had just been promoted to a new role in the CP department, so switching to a completely new job with uncertain income was a major trade-off.
However, the opportunity also came with the potential to improve his income, explore unlimited earning possibilities, and most importantly, move back to Đồng Nai to work and live closer to his family.
In the end, he made the decision to transition into sales, driven by a strong belief that he could succeed if he gave it his all.
“I never imagined myself in sales, let alone leading a large region with hundreds of people. But by daring to take chances and wholeheartedly pursuing them, I’ve made it.”
FRONTLINE MEANS ALWAYS GET READY FOR THE FIGHT
Shifting from an office role to sales must have been tough. What challenges did you face?
From an air-conditioned office, I stepped into the real world of daily market interaction. Leading a team, finding customers, managing risks—everything was a new lesson. I was often overwhelmed, not knowing where to start. But instead of quitting, I chose to face each challenge head-on and continuously upgrade myself.
- The hardest part was managing people. Previously, I worked independently. In sales, I had to learn leadership, team motivation, and problem-solving.
- Finding customer was another major hurdle. Around 2014, consumer finance was still new in Vietnam. Many people were wary of installment loans, thinking you should only buy what you can fully afford—viewing installment purchases as financially irresponsible or “trying too hard to impress.” Educating customers about consumer finance as a legitimate financial solution was a tough task.
- Risk management also became a top priority. As financial advisors, we had to take responsibility for customers’ loans. I always required my team to thoroughly review profiles and closely monitor loan processes. Selling without managing risk could lead to massive losses for the company—and for ourselves.
Despite the difficulties, I reminded myself that as a frontline staft, my job was to face and fight every challenge. That mindset helped my team and me travel everywhere, seek every opportunity, and convince people to trust in consumer finance. Thanks to that persistence, we helped thousands of customers buy motorbikes, phones, and access the right loans to support their lives.
We couldn’t have done it without the support of our leaders and colleagues from other departments.
SALES IS ABOUT DELIVERING VALUE
To me, working in sales is not simply about “selling” — it’s a journey of delivering real value into customers’ hands, helping them solve their problems and enjoy a better life.
I once met a customer, an elderly man in his 50s, who came to me with what he called his last hope after many failed job applications. He shared how he had applied for various jobs — from security guard to factory worker — but was always turned away due to his age. All he wanted at that time was a motorbike so he could earn a living as a motorbike taxi driver and be self-sufficient.
I listened carefully and introduced him to Home Credit’s motorbike installment loan. I understood that this wasn’t just a loan — it was a turning point that could help him regain control of his life. I guided him through every step of the process, explained each term clearly, and ensured the repayment plan was manageable.
Nearly a year later, he came back — not to borrow again, but to say thank you. He had fully repaid his loan on time and proudly shared that he now had a stable job as a motorbike taxi driver, enough to support himself.
That’s why I believe sales is not only about hitting targets — it’s about giving people chances and hope when they need it most. Understanding that my role is to provide the best financial solutions to help customers take control of their lives, my team and I always strive to fulfill our mission, no matter how tough the challenge.
There was a particularly challenging time when Home Credit transitioned away from working directly at a key partner’s sales points. It was a bold move that shocked the market. We shifted to a new Relationship Agent (RA) model with no physical presence at partner locations. Many staff were confused and left. Others stayed but felt directionless.
This strategic partner — where Home Credit staff had always been physically present at the sales points — would no longer have our people onsite. We were pulling out. The daily figures that once made up the backbone of our revenue suddenly disappeared. I wasn’t afraid, but I knew we were about to enter a battle — a major transformation toward a new selling model, fully focused on the RA (Relationship Agent) approach.
Many employees left, overwhelmed by uncertainty. Those who stayed behind felt lost — unsure about their roles, their future. “How do we maintain sales performance without being present at the sales point?” That question kept echoing in my head. But instead of complaining, I chose to go to the field, listen to each concern, and untangle every knot.
I personally coached each sales team on how to approach customers in new ways — even cross-selling by identifying hidden needs. I wanted to turn each of my team members into a storyteller — not just someone who sells, but someone who shares financial solutions like a true companion to the customer.
Slowly but surely, sales started to grow week by week, month by month, quarter by quarter. From our original 202 team members, we rebuilt a strong force of 352 well-trained, proactive, and loyal people. Revenue multiplied, but more importantly, I earned the trust of my team, my leaders, and the organization as a whole.
Looking back, I now realize how visionary and bold the leadership team at Home was — making the right strategic moves that helped elevate Home Credit to the No.1 position in Vietnam’s consumer finance industry today.
“If I had quit back then, I would’ve missed the greatest lesson of my career: being a manager isn’t about staying safe—it’s about facing the storm and turning challenges into breakthroughs.”
WHY NOT PURSUE SALES?
What would you like to say to young people starting out in sales?
“Sales is tough,” Thành smiles, “but it’s also a huge opportunity to grow. As long as you keep learning, stay patient, and aren’t afraid of getting your hands dirty—you’ll go farther than you think.”
He also highlights that the company offers strong support: meal allowance, full insurance, structured training programs, and most importantly—a learning environment with mentors, teammates, and companions to support you through tough times.
“I’ve learned so much from this job—not just work or leadership skills, or how to build a stable career—but lessons I now apply in parenting, overcoming hardship, and living more responsibly each day.”
“Chuyện người làm sales” is a storytelling series by Home Credit, featuring real people and real stories to inspire those who are stepping into or already walking the path of sales—a profession that’s challenging, but absolutely worth it.
Stay tuned for the next episodes to explore more inspiring journeys from our sales team at Home Credit!
