COMMERCIAL CAPABILITY MANAGER - KEY ACCOUNT

This role will lead the development of Commercial and Sales capabilities across Vietnam with the following accountabilities:

• Meet current and future business and market needs based on world class bottling and FMCG processes in the scope of capability development for Modern Trade and Key Accounts across Vietnam, focusing on customer management, joint business planning (JBP), revenue growth management (RGM), and in-store execution excellence.
• Act as the bridge between sales strategy and execution, making sure the team is future-ready and aligned with business objective.

Key Duties/Responsibilities:

• Lead MT Capability Strategy:

+ Define competencies for Key Account Management (KAM), Negotiation, Category Management

+ Build MT capability roadmap aligned with team

+ Integrate RGM, Trade Investment, and Customer P&L capabilities

• Develop Key Account Playbooks:

+ Create standardized tools: JBP templates, promotion planning, category reviews

+ Build negotiation frameworks and customer engagement models

+ Develop execution standards for modern retail & on-premises outlets

• Strengthening Customer & Commercial Excellence

+ Build capabilities in accounting profitability, pricing, promo efficiency

+ Train KAM teams on data-driven selling & business analytics

+ Develop capability in managing national chains & regional accounts

• Localization & Deploy Programs

+ Adapt global MT curricula to Vietnam retail landscape (hyper/super/convenience/on premises)

+ Deploy blended learning models (case studies, simulations, digital platforms)

+ Build knowledge hub for MT teams

+ Keep track of training record.

• Partner with HR & Commercial Leaders

+ Identify capability gaps in KAM & MT organization

+ Build future-ready talent pipeline for strategic customer roles

+ Support leadership development for MT teams

Required Qualification:

Core Competencies

Key to this role will be the ability to combine functional expertise with a relentless focus on results and a great ability to create cross-functional integration with a very high sense of flexibility and understand cultural differences.

Key competence for the role is to establish collaborative working relationships, deal with change management and process improvement and of developing sustainable regional teams that can continue the local development without him being present.

• Strong Modern Trade / Key Account Management expertise
• Deep knowledge of RGM and Trade Spend optimization
• Strategic thinking & stakeholder management

Specific Competencies

• Capability Building
• Coaching
• Commercial Knowledge
• Project Management
• Business Intelligence
• JBP & Customer Planning
• Negotiation
• Category Management
• Financial Acumen (P&L, ROI)

Leadership Competencies:

Building and maintaining relationships, communicating effectively, Influences the System, Drives Innovative Business Improvements, Develops & Inspires Others, Builds Vision and Strategy, Ethics, and integrity

Leadership Behaviors:

Act like an Owner, collaborate with the System, Inspire Others, Drive Innovation, Customer and Key Stakeholders, Develop Self and Others