Head of Sales

Role Purpose

• Lead, develop, and manage the company's sales function within the context of the company's strategy, ensuring the business has clear and well-defined sales strategies and plans to deliver results and secure the long-term profitability of all accounts
• Lead and manage consumer engagement strategies
• Achieve or exceed target levels of sales in terms of volume, value, and profit
• Identify and evaluate opportunities for long-term, sustainable, and profitable business growth in line with overall business objectives
• Lead the development of the sales team in sales, S&OP, and product innovation

Key Responsibilities

Strategy and Planning

• Develop a national sales strategy for the business in line with the company's strategic plan
• Prepare annual sales budgets by channels and accounts
• Establish customer service standards and manage their application through territory management

Financial Performance

• Implement sales plans within budget and on time, coordinating the organisation's resources to achieve approved objectives
• Monitor and report performance against the annual sales budget by channels and accounts, and undertake post-implementation reviews
• Apply a balanced scorecard approach and achieve agreed KPIs
• Manage outstanding debtors to acceptable levels

Sales and Operations Planning

• Improve forecasting accuracy by channels and accounts to ensure inventory holdings remain within target levels
• Develop forecasting capability and align with the marketing function
• Ensure sales intelligence is incorporated into Sales Plan creation
• Approve the monthly Sales Plan as the outcome of the SMAP process
• Approve recommendations and plans at Pre-SOP and Executive SOP meetings

Consumer Engagement

• Lead the bone scan strategy and implement coverage plans and special events (One Day Activation) via the regional sales team to drive bone health awareness and recruit new users to the company's brands
• Lead the Nutrition Representative strategy to ensure an effective and efficient coverage plan for this workforce, which provides added value to company revenue and profit
• Develop the Nutrition Representative team to enhance the effectiveness of in-store communication and recruit new users
• Establish standard working processes for both the Bone Scan and Nutrition Representative teams to build professionalism and enhance their KPIs

Partnership Development

• Develop and maintain business relationships with key contacts within the retail trade, leading the Top-to-Top partnering process
• Develop and maintain internal relationships with Fonterra's regional and global teams

Market Intelligence

• Develop new business opportunities using market intelligence on customer and competitor activity

Key Requirements

• Bachelor's degree in Business, Marketing, or a related field
• Minimum 10 years of progressive sales experience within a multinational FMCG environment
• At least 5 years in a sales management capacity, with a proven track record of leading and developing high-performing teams
• Strong expertise in distributor management with a solid understanding of trading terms and channel dynamics
• Demonstrated ability to perform under pressure and consistently deliver against stretch targets in a competitive market
• Sound financial acumen with the ability to assess the commercial impact of decisions on both retailer and supplier profitability
• Strong analytical mindset with the ability to interpret complex data, extract meaningful insights, and drive informed business decisions
• Exceptional negotiation skills with experience managing high-stakes commercial discussions at a senior level
• Fluency in Vietnamese and English is required

Why Join Us

• Be part of a globally recognized dairy nutrition company with a strong and growing presence in Vietnam
• Lead a dynamic and passionate sales team with a clear mandate to win in the market
• A collaborative and inclusive culture that values innovation, integrity, and results