What you’ll be doing
Own Route to Market models, strategies and roadmap to enable Sales Growth Plan and lead the execution of appropriate distribution models to ensure business growth profitability
Job Responsibilities:
Strategies & Development projects:
- Drive the integration of RTM Model that encompasses agile strategies and annually review Regional RTM Model for improvement
- Develop RTM Cost Model to track and improve Effectiveness & Efficiency
- Lead alignment with channel partners on integrated RTM model and driving RTM execution. Manage interactions with distributors & influence to invest in RTM Capability & Infrastructure.
- Oversee all RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls & reporting are in place to meet statutory & company requirements
- Co-drive eB2B deployment in respective territories in collaboration with eB2B team
- Lead the application of AI in RTM tools and practices
Sales Force effectiveness and efficiency:
- Enhance FF performance by building tools, initiatives, overseeing KPIs & Incentive through target setting, tracking and recommendation
- Analyze information and insights against KPIs at a Territory level given understanding of Nielsen data and key observation
- Drive continuous business improvement in the secondary sales to optimize route productivity and cost efficiencies.
- Lead the roll out of RTM initatives, best practices accross territories
Distributor:
- Oversee the development of distributor models, goal and KPI setting proposal and tracking
- Lead the improvement of distribution matrix and territory mapping to address growth/ expansion opportunities, provide suitable solutions/ RTM models
- Lead the analysis, development and deployment of remedial plan of distributors’ operation profitability in alignment with Sales Management Team and Distributors.
- Co-work in shaping distributor strategy: classification/ segmentation, trade terms and distributor logistics capability development to strengthening strategic partnership with distributors.
- Drive Distributor Management Process revamp, cascade and follow up.
- Assess training needs at distributor level and consult to trade development and Sale Cap team.
Other accountabilities:
- Work closely with Sales Cap, Trade Marketing, Finance, eB2B to have better alignments related to distribution system, and leverage the system for business growth.
- Ensure the Distributor Management Process be duly complied
- Other tasks assigned by LM
What we’re looking for
Personal qualifications / competencies:
- Over 5-year experience at similar position in MNC FMCG industry with RTM experience. Experience in strategic planning and trade marketing is a plus
- Excellent commercial sense, analytical and strategic thinking skills
- Pragmatic problem solving in complex/ambiguous situations
- Fluent communication in both Vietnamese & English
- Good presentation skill with strong influencing skill on senior stakeholders and Distributors
- Excellent sales orientation mindset and strong collaboration skills
- Proactive, self-starter, growth mindset
- Highly motivated, energetic, enthusiastic and team oriented