Regional Commercial Excellence Manager (Mekong)

Purpose of the job
Lead the Unified Customer Experience (UCE), Sales Force Effectiveness (SFE), and Data & Digital initiatives at a regional/field level. This role bridges head-office strategies with on-the-ground execution, ensuring consistent adoption of processes, tools, and best practices by front-line sales teams to enhance performance and deliver unified customer experience.
Key Responsibilities
UCE Implementation
Rollout & Training: Promote UCE frameworks in call planning, store segmentation, and unified in-store standards. Conduct field coaching for sales teams.
Monitoring & Compliance: Perform store visits and audits, ensuring alignment to UCE guidelines and spotting improvement opportunities.
SFE (Sales Force Effectiveness) Execution
KPI & Target Setting: Translate national SFE metrics (coverage, frequency, productivity) into local targets and dashboards.
Routing & Coverage Optimization: Work with route planners to adjust territory boundaries and daily schedules; address gaps (missed calls, inefficient routes).
Span of Control: Assess Sales Rep-to-Supervisor ratios and outlet loads, proposing solutions to optimize performance.
Trade Census: On fields execution with third parties on rolling trade census in the region
Data & Digital Product Enablement
Tool Adoption & Training: Oversee rollout of digital solutions (ACE 360, Ivy Promotion, SPO, etc.). Provide support and coaching to frontline users.
Data Integrity & Governance: Maintain outlet master data, route lists, and performance metrics; escalate major issues to HQ.
Analytics to Action: Translate dashboards and reports into actionable field initiatives (e.g., altering call frequencies, adjusting promotions).
Performance Tracking & Continuous Improvement
Real-time Monitoring: Develop daily/weekly trackers for KPIs (coverage, call productivity, distribution).
Root Cause Analysis: Investigate low-performance areas, use data insights and field feedback to propose corrective measures.
Best Practice Sharing: Organize workshops, highlight success stories, and champion incremental improvements across territories.
Capability Building & Change Management
Training & Coaching: Design tailored learning modules (in-person or digital) to reinforce UCE, SFE, and data literacy.
Field Advocacy: Communicate the "why" behind new commercial strategies, building acceptance among frontline teams.
Cross-functional Collaboration: Align with local stakeholders to ensure smooth, unified execution in the field.