Distributor Management Executive, Central

Mô tả Công việc
Position Title: Distributor Management Executive, Central
Function: Strategy & Commercial
Sub-function: Strategy & Commercial
Location: Da Nang
Key contacts:
Internal: Revenue Growth Management, Sales, Trade Marketing, Demand Planning.
External: Wholesalers, Distributors
A. 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.
B. 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.