Distributor Development & Sales Excellence Manager

Job Description:
1/ Distributor network planning & set-up
(25%)
Build the network master plan: number of stockists and salesmen needed per area
Design the stockist rebate and KPI scheme
Appoint new stockists using the 8-criteria scorecard (Grade A/B/C)
Set up new stockists: routes, delivery SOP (retailer delivery within 2 days), 7-day onboarding for new Sales Representative
2/ Salesforce visit monitoring
(15%)
Check daily visits on the Visit Review and Visit Area Map dashboards
Send a daily red-flag list (fake or too-short check-ins, idle time, orders without visit) to ASMs and supervisors
3/ Sales capability & training
(25%)
Build the training framework by role and the annual training calendar; deliver monthly
Sales Representative: Basic Call Procedure (BCP) and FAB selling
Supervisors / ASMs: EDAC coaching, using sales-tool reports, BI / Nielsen data for territory planning
Product knowledge: induction module for new joiners and FAB sheet for each new product
4/ Stockist audit & performance
(25%)
Audit every stockist 4 times a year: selling process, order and delivery accuracy, stock, in-store execution, ghost outlets
Publish the stockist scorecard and network health dashboard
Agree action plans with sales, follow up monthly; propose improvement plan or replacement for weak stockists
5/ Team leadership & reporting
(10%)
Recruit, train and lead 6 supervisors
Work with Sales Manager and 6 regional ASMs: this team sets and audits the standard, the line executes
Report monthly to Head of Sales
Job requirements:
8+ years in FMCG sales in Vietnam, incl. 3+ years managing distributors in Traditional Trade
Hands-on in appointing, setting up and exiting distributors (routes, delivery, warehouse)
Can design and deliver sales training (BCP, FAB, EDAC coaching)
Strong with sales data: DMS, GPS / check-in, Nielsen; Power BI is a plus
Has managed and coached supervisors or ASMs
Fluent Vietnamese and English
Standards first, decisions based on facts
Field-based: most of the week in the market
Builder: starts from zero, writes the SOP, runs it, hands it over
Coaching and team leadership
Collaborative but firm with the sales team
Based in Ho Chi Minh City; frequent field travel