Route to Market Manager

***PURPOSE OF POSITION
1. Developing Stage Expansion Model including
• Where to play: geography focus, cities focus, channel priority, stronghold clustering
• How to win: design key winning milestones and how to get there with detailed measurement; action plans and guidelines.
2. POC mapping, cluster sizing and prioritizing
• Lead POC mapping process and data through internal and external resources.
• Access full competition landscape and customer data and provide input for route to market including MCP build up; key account winning and stronghold planning.
• Define key cluster to win in term of geography, channel, or customers' group
3. Stronghold planning, implementing, and tracking for sustainable growth and expansion.
4. Defining toolkits, playbooks, guidelines, and best practice sharing.
5. Building up data structure, data credibility; data science for continuous improvement with fact & figures
***JOB DIMENSIONS:
Direct reports to : Expansion, RTM and Tech Sales Associate Director
• Total headcount supervised : City champion at Regional Level (dotted line)
*Main KPI: (Challenges)
• Expansion model development
• Expansion model Roll out / playbook aligned with OBPPC concept
• Expansion Score Card / KPI achievement (city wise)
• Volume growth by focused city / threshold
• PMO
*Key contacts:
1. Internal:Line Manager, Operations team, Sales Management Team; BU and Region Frontline
2. External
*Own the Expansion Model Framework in VN:
o Maintain full view of Vietnam expansion stage strategy
o Define expansion toolkit / play book-based expansion stage model
o Benchmark expansion strategies from the market (competitors, different industries, other countries, within ABI, OBPPC, etc.)
o Expansion stage model rollout and implementation
o Support and lead the city Champions
o Train the Commercial team
o Day-to-day management of expansion scorecard / KPI within different stakeholders
o Results tracking, evaluation and standardization or re-planning
o Build future joint business development plan
o Maintain holistic view on our RTM / Contact strategy by cities
o Work close to RTM and Sales Team to plan the launch of new distributors