A. PURPOSE OF POSITION
- Drive business growth and market expansion in VN through Modern Trade 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
Own the RTM Model / Distributor network in Vietnam Modern Trade team:
- Day-to-day management of the distributor: volume, inventory, orders, service level.
- Develop and Manage 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.
- Decide to launch 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.
- Coach and develop team capabilities / Training sessions.
- Manage Sales force sizing, routing, incentives and sales productivity.