PURPOSE OF POSITION
Drive business growth and market expansion in VN through channel:
• RTM Model / Distributor network and capabilities: daily management , coverage, partnership,
trading terms, compensation model, ROI, WEP and continuous improvement.
• Bringing Best in class capability building to enhance sales process and sales productivity
properly supported by routines and systems.
C. KEY ACCOUNTABILITIES
Oversee the RTM Model / Distributor network in Central region:
• Day-to-day management of the distributor: volume, inventory, orders, service level.
• Implement the Wholesaler Excellence Program.
• Ensure control system in place to get region compliance on distributor management.
• Understand distributor economics and effectively manage distributor ROI.
• Build future joint
business development plan with our distributors.
• Launching new distributors in partnership with the sales team (due diligence, issuing
contracts, etc).
• Ensure detailed POC mapping is completed and recommended milestones tracked
following our Stage Expansion model.
Collaborate with SFE team on building up Salesforce effectiveness (routines & processes,
incentive and training )
• Ensure unified routines & processes for the sales team.
• Support on the field implementation.
• Ensure that the team is well supported by commercial systems and data availability.
• Support on coach and develop team capabilities / Training sessions.
• Manage Sales force sizing, routing, incentives and sales productivity.
