Commercial Excellence Manager

Mô tả công việc
Business Universe & Performance Monitoring
Lead the commercial intelligence agenda by providing data-driven market and competitor insights.
Maintain advanced Power BI dashboards to track sell-out, depletion, distribution, and market share.
Deliver monthly Market Intelligence Reports covering channel performance and outlet dynamics.
Provide P&L-literate commercial analysis linking volume, price, mix, and trade spend to margin outcomes.
Sales Tools, Processes & SFA Deployment
Equip the sales team with systems for territory planning, outlet segmentation, and performance tracking.
Drive the adoption of SFA/CRM platforms (Salesforce) to maximize efficiency in the field.
Conduct regular training on visitation programs, sales call execution, and dashboard utilization.
Lead transformation projects using structured project management discipline (scoping, planning, RACI, execution).
Commercial Maturity & Capability Development
Design and deploy learning journeys and competency frameworks tailored to sales roles.
Collaborate with cross-functional leaders to identify skill gaps and deliver targeted capability interventions.
Manage the full training effectiveness process (PETP) from pre-assessment to post-training evaluation.
Act as a change agent to motivate cross-functional teams and drive collective ownership of commercial excellence.
Revenue Growth Management (RGM)
Partner with Commercial Finance to operationalize RGM frameworks (pricing corridors, promotional ROI, pack-price architecture).
Optimize trade investment allocation to ensure spend is directed toward high-return outlets and channels.
Consolidate quarterly commercial performance metrics for Finance to support incentive and P&L tracking.
Yêu cầu công việc
Education & Qualifications
Bachelor's degree required; MBA or Master's in Business, Marketing, or related field is a plus.
Experience & Knowledge
Minimum 5+ years of progressive experience in Commercial Excellence, Sales Strategy, Trade Marketing, or Revenue Management within FMCG.
Experience in the beverage/spirits industry is a significant advantage.
Deep understanding of Vietnam's retail/distribution landscape and local competitive dynamics.
Skills & Competencies
Advanced proficiency in data analysis and visualization (Excel, Power BI required; SQL/Python preferred).
Strong financial acumen (P&L interpretation, trade spend analysis, margin waterfall).
Familiarity with SFA/CRM platforms (Salesforce) and market data sources (Nielsen, Euromonitor).
Personality & Attitude
Demonstrated ability to lead, influence, and motivate cross-functional teams without direct authority.
Structured project management mindset with a growth mindset and resilience in high-pressure environments.