Channel Scope
Manage strategic customers within the Modern On Trade (HoReCa) channel, including hotels, restaurants, premium dining, bars, nightlife, entertainment venues, and other premium consumption occasions to drive sustainable business growth and strengthen HEINEKEN Vietnam's market leadership.
Roles & Responsibilities
1. Business Development & Account Growth: Drive sustainable business growth across assigned Modern On Trade (HoReCa) key accounts through strategic planning, commercial excellence, and strong customer partnerships.
- Develop and execute Annual Business Plans (ABP) and Joint Business Plans (JBP) with assigned customers.
- Identify new business opportunities, expand distribution, and grow the product portfolio within assigned accounts.
- Achieve sales volume, revenue, profitability, and market share targets.
- Develop commercial strategies to maximize sustainable business growth.
- Monitor market trends, customer insights, and competitor activities to identify business opportunities and recommend appropriate actions.
2. Key Account Management: Build long-term strategic partnerships with key customers to create mutual business growth.
- Build strong relationships with business owners and key decision makers.
- Lead annual commercial negotiations, including contracts, investments, and promotional programs.
- Conduct regular Business Reviews to evaluate performance and identify growth opportunities.
- Ensure compliance with commercial agreements and company policies.
- Resolve commercial issues while maintaining strong customer relationships.
3. Commercial Execution Excellence: Ensure best-in-class execution across assigned HoReCa accounts.
- Collaborate with Trade Marketing, Brand, Revenue Management, Finance, Supply Chain, and Operations teams to execute commercial initiatives.
- Ensure product availability, menu listings, visibility standards, POSM execution, and activation excellence.
- Monitor promotional effectiveness and return on investment (ROI).
- Identify execution gaps and implement corrective actions.
4. Business Planning & Performance Management: Manage business performance through effective planning, forecasting, and investment management.
- Prepare annual, quarterly, and monthly business plans.
- Develop sales forecasts and monitor performance against targets.
- Manage commercial investment budgets efficiently.
- Analyze business performance and recommend improvement initiatives.
- Prepare regular business reports for management.
5. Cross-functional Collaboration: Work closely with internal stakeholders to ensure successful execution of customer strategies.
- Lead cross-functional alignment for major customer projects.
- Support new product launches and strategic initiatives.
- Share market intelligence and customer insights with internal stakeholders.
Critical Experience
- Minimum 5 years of experience in Key Account Management, Business Development, or Sales within FMCG, Beverage, Hospitality, or HoReCa.
- Proven experience managing strategic customers and developing long-term business partnerships.
- Strong commercial negotiation experience involving annual contracts, commercial investments, and promotional programs.
- Experience developing Joint Business Plans (JBP) and managing commercial investments.
- Strong analytical capability with the ability to interpret sales and financial data.
Qualifications & Skills
- Bachelor's Degree in Business Administration, Marketing, Sales, or a related discipline.
- Strong commercial acumen and customer-oriented mindset.
- Excellent negotiation, influencing, and relationship management skills.
- Strong analytical and problem-solving capabilities.
- Effective planning, project management, and execution skills.
- Ability to work collaboratively across cross-functional teams.
- Strong presentation and communication skills.
- Good command of written and spoken English.
- Willingness to travel as required.
***By clicking the Submit Application button, you agree to allow HVN to collect and process your personal data in accordance with HVN's Personal Data Protection Policy, which is publicly available on HVN's official website.Visit https://heineken-vietnam.com.vn/en/privacy-center/for more information.
