Sales Capability & Route-To-Market (RTM) Manager (Base in Ho Chi Minh)

KEY RESPONSIBILITIES
ROUTE-TO-MARKET (RTM):
• Develop and optimize RTM models, distribution coverage and territory structure to support
business growth.
• Analyze market potential, outlet coverage and workload to optimize sales force sizing and
resource allocation.
• MCP: Own and standardize the MCP; guide Sales teams in developing and regularly reviewing
MCP to optimize territory, routes, call frequency, outlet coverage and sales force productivity.
SALES CAPABILITY
• Develop practical sales processes, guidelines and tools for MCP, territory/route management and
field execution.
• Train and coach Sales teams on MCP, coverage management, sales productivity and effective use
of sales tools.
• Drive consistent adoption and improvement of sales standards across field teams and
distributors.
SALES OPERATIONS
• Manage Sales Admin and ensure effective sales processes, reporting and operational support.
• Monitor sales KPIs and performance data to identify gaps and support management decisions.
• Sales Planning & Systems: Support AOP, target/resource planning and effective utilization of
DMS/SFA.
• Provides solution & tools for support smooth operation to others functions (Trade Marketing,
Sales, Finance, HR, SCM...)