Key Responsibilities:
1. Sales Operations
- Lead and manage nationwide Sales Operations activities.
- Oversee sales forecasting, sales planning, inventory management, and order fulfillment processes.
- Monitor sales performance, market coverage, operational KPIs, and field force effectiveness.
- Ensure efficient execution of commercial operations from Head Office to the field.
- Standardize SOPs, workflows, and cross-functional processes among Sales, Supply Chain, and Finance teams.
- Support the resolution of operational issues arising from distributors and the marketplace.
- Manage regional sales support operations across the country.
- Drive continuous improvement in sales productivity and operational efficiency.
2. Sales Capability & Route-to-Market (RTM)
- Develop and implement nationwide sales capability strategies.
- Design and deliver training, coaching, and field capability development programs.
- Establish sales competency frameworks and career development pathways.
- Evaluate sales force effectiveness and productivity performance.
- Manage sales compliance systems and ensure adherence to market execution standards.
- Conduct field audits, governance reviews, and execution assessments.
- Analyze sales data, KPIs, productivity metrics, and business insights to drive decision-making.
- Develop management dashboards and performance monitoring tools.
- Optimize Route-to-Market strategies by region, channel, and customer segment.
- Assess distributor models, sales territories, route structures, and market coverage.
- Recommend initiatives to enhance sales productivity and commercial effectiveness.
3. Sales Platforms & DMS
- Lead the management and optimization of DMS, CRM, BI, and other sales technology platforms.
- Drive the implementation and continuous improvement of digital sales solutions.
- Ensure data accuracy, system stability, and operational effectiveness of sales platforms.
- Oversee reporting systems, dashboards, and KPI tracking mechanisms.
- Collaborate closely with IT and Commercial teams to execute digital transformation initiatives.
- Support and train sales teams to maximize system adoption and utilization.
- Develop user guidelines, system documentation, and operational procedures.
- Strengthen data analytics capabilities to support business planning and decision-making.
4. Trade Marketing
- Develop channel-specific and brand-specific Trade Marketing strategies.
- Lead the execution of activation programs, promotions, and POSM initiatives across the market.
- Ensure optimal visibility, distribution coverage, and brand presence at the point of sale.
- Manage trade program execution and monitor return on investment (ROI).
- Support sell-in, sell-out, and market share growth objectives.
- Partner closely with Sales and Marketing teams to execute market campaigns.
- Evaluate the effectiveness of merchandising, display programs, and activation activities.
- Build and maintain strong relationships with distributors and key customers to improve commercial performance.
Requirements:
- Bachelor's degree
- Minimum 10 years of experience in Commercial Excellence, Sales Operations, RTM, Trade Marketing, or related commercial functions, with at least 3 years in a leadership role within FMCG
- Proven experience in leading large teams, driving cross-functional collaboration, and managing transformation initiatives
- Strong strategic thinking, commercial acumen, and data-driven decision-making capabilities
- Solid knowledge of Sales Analytics, DMS, CRM, BI systems, and digital sales platforms
- Excellent leadership, stakeholder management, communication, and project management skills
- Results-oriented, agile, and capable of thriving in a fast-paced business environment
- Vietnamese candidate only
